Business Tip 1
Buyer Expectations

Formulating insights and preparing effective buyer presentations can present huge challenges.

Data or Insights?
Today, account people have tremendous data resources at their fingertips. But when it comes to formulating insights and preparing effective buyer presentations, data can present huge challenges:

• Abundance of data
• Multiple data sources and data formats
• Duplicate or overlapping data
• Lack of integrated data sources
• Holes in the data
• Different standards in the way retailers view categories

The buyer/seller interaction that results is often characterized by an excess of rote analysis that fails to draw purposeful conclusions...or to present more than disconnected, myopic views of the data.

"Retailers look to manufacturers for insights that exploit mutual business opportunities. Data provides the raw material, but insights are the means for identifying these opportunities and ultimately for objective decision making at retail."

Brian Harris, Ph.D
Co-Chairman, The Partnering Group

In short, the data's there, but where are the insights?

If this sounds familiar, the Transforming Data into Actionable Insights series of Business Tips is for you!