LEXINGTON, Ky. -- Valvoline here has become one of the first consumer goods companies in the United States to begin to track account sales and promotion performance using a return-on-investment measure. "We now compensate our sales people based on pro forma net income statements," said Jan Robert Horsfall, vice president of consumer brand strategy for the motor oil and antifreeze marketer. In recent years, the company has evolved its trade marketing function to align performance goals, ...
REGISTER TO VIEW THIS ARTICLE - Register for a Free Account
Why Register for FREE?
Registering for content on Supermarket News will give you INSTANT access to invaluable articles and media content that industry professionals rely on. You will have access to our special reports, feature articles, and industry analysis. It’s FREE, easy and quick. What are you waiting for! In addition you will also receive a complimentary copy of SN's salary survey sent to you by email.
Attention Paid Print Subscribers: While you have already been granted free access to SN we ask that you register now. We promise it will only take a few minutes! Or visit your profile and add your print magazine account number and zip code.