When is a category captain not a category captain, but a cash cow? It's when a retailer requires a manufacturer to produce $10,000 -- and sums of up to $100,000 have been mentioned -- to "captain," or lead, a segment of a retailer's category-management effort. Maybe the foregoing question-and-answer exercise poses the issue a little too starkly, but there's no doubt that more and more light is beginning to shine on the previously obscure captaincy-fee matter, and that the fledgling practice ...
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 complimentary access to the SN salary survey data tables.
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.