In The News

David Sables, CEO, and the Sentinel Team appear regularly on and in various media, commentating and giving insight on industry issues. David is a regular columnist within ‘the Grocer’ magazine, as well as being a contributor to Forbes.

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What an excellent performance analysis of the top 150 food and drink suppliers, published recently by The Grocer.There isn’t a positive side to this data for suppliers. The piece refers to £1.6bn input costs (think raw materials) last year to these manufacturers. They tried to pass it on and stay even but of course they didn’t get it all through. Now we know they only recouped about 60% of their... Read More

Can Tesco really have announced a tie-up in the style of a buying group? It has worked for three years now to take buying back to the principled old days - only this time with lashings of data support. No longer just a blunt instrument to bludgeon suppliers into loss making decisions, their focus has been on selling more to shoppers. Sure, most suppliers hated the range resets, but those... Read More

“A great deal for everyone”. Sainsbury’s and Asda have decided to get hitched and they see only the upside. By teaming-up the new Sainsbury’s/Asda group is promising lower prices, better quality, more choice and enhanced technology. This proposal is being presented as a giant win for everyone - staff, shareholders, suppliers and shoppers. Sentinel On ITV News Sentinel On BBC Radio 4 Read More

If your category offers a way for retailers to reach their customers with a shopper-winning, loyalty-driving range, that’s fantastic - right? Not if you’re a supplier trying to push your single brand message through all the retailers. In fact, it’s the biggest threat in decades. Beer is interesting right now. The ‘grocery retail’ opportunity presented by the craft and cask beers trend was first picked up by the independents. Now... Read More

It’s one year on from the ‘Marmitegate’ cost price wrangle with Tesco. The anniversary is marked by a wave of suppliers thinking again about their next cost price increase. Bookings of our one-day CPI training programme are up 50% with suppliers wanting to exercise their pricing muscles. Last year, even under the shroud of the weakened pound, many suppliers didn’t act, and those who did took a minimum ‘survival hike’... Read More

The classic ‘cut and thrust’ between account managers and buyers is changing. Striking the balance of meeting the customers’ needs while developing your employer’s bottom line involves flexible but focused negotiation. This means getting something in return when giving the customer a version of what they ask for. But retailers’ focus on front margin has taken variables off the table over the past 18 months. GSCOP hasn’t helped the flow... Read More

Here’s a shocker: I’m predicting that in the next two years the retailers who meet shoppers’ needs best will gain market share at the expense of those who lose focus. And there’s more. I believe the suppliers who best meet the needs of those retailers will have the largest share gains. Marketplace uncertainty is here for at least two years, so we can’t easily assess the spending mood of swathes of... Read More

How is it that Waitrose has captured the market in being approachable to new suppliers? It gets the true innovation to market first every time. Even though the big four desperately need to differentiate, getting a meeting with any one of them requires you to be a savvy experienced supplier. These established suppliers recycle the status quo, not create true innovation, yet the bright young businesses can’t get through the... Read More

I thought it was now accepted that relationship in selling is not as important as it was. But James Halliwell’s feature (‘Death of a salesman?’, 20 August, p28) revealed 75% disagree that a data-driven approach, rather than a relationship-based one, helps make you a better salesperson. I’m afraid it does, folks. The art of selling is alive and kicking to those who recognise that the buyer’s job has changed and master the... Read More

With your customers wanting lower prices whilst at the same time your costs are going up we know that getting a cost price increase away is one of the most challenging commercial situations suppliers can face – with wide ranging implications for your business if it isn’t executed well. At Sentinel, Industry expert and commentator David Sables has designed a 1 day workshop to help you fully realise your cost... Read More