Grocers are using direct mail and coupons linked to frequent shopper cards, in addition to low price, to regain sales of baby food, which have declined in supermarkets as supercenters, club stores and the mass merchants arrived. Sales-by-outlet tracked by Information Resources Inc., Chicago, for the year ended Dec. 31, 2000, show that mass merchants have less than one-seventh of the total baby food sales of the food channel. But, while the food channel is growing by less than 2% per year in ...

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