COLUMBUS, Ohio -- Sampling -- if it's done right -- sells products by appealing to customers' increasing tendency to buy on impulse. That's what consultant Howard Solganik told attendees at a conference of the Ohio Grocers' Association held here late last month. Solganik, president of Dayton, Ohio-based Solganik & Associates, works extensively with supermarket deli and food-service directors. In a presentation on deli merchandising, he stressed that retailers should make sure sampling ...
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