CHICAGO -- With more than five years of experience with customer business teams under its belt, Helene Curtis USA here has found the system to be incompatible with old-style "lone wolf" sales representatives.Today...
The notion of the store as a brand has arrived, and the concept is being driven by marketers at many retail companies.But what are retail marketers up to? Trade observers and industry talk suggest today they are...
NEW YORK -- Restructuring of the go-to-market system for magazines has accelerated to a breakneck pace in recent weeks, as major chains from four major retail channels confront the question of whether to reduce the...
STAMFORD, Conn. -- Mott's North America this week begins formal training of its field sales people in the use of a new sales automation system."We have completed a pilot program with our Western zone sales team, and ...
CHICAGO -- At Tambrands, the adoption of customer business teams has been a multistep process that has evolved in stages over four years to match the changes taking place at retailers.In their latest iteration this...
NORTHFIELD, Ill. -- Kraft Foods here has established a corporate focus on ethnic marketing, and in the process has helped spur A.C. Nielsen, Schaumburg, Ill., to expand its data resources on Hispanic Americans.The...
CHICAGO -- Using customer business teams for key retail accounts is not a technique limited to the marketers of megabrands. Smaller, more specialized vendors can -- and do -- make successful use of the CBTs.The team...
In the era of in-store and account-specific promotions, tracking competitors' numerous local market activities ranks among the great challenges facing brand marketers.On the face of things, moves toward leaner field...
ST. PETERSBURG, Fla. -- On a little computer screen in a climate-controlled room at Catalina Marketing headquarters here, visitors can monitor the flow of retail sales data from a single checkout lane at any of 9,000...
OAKLAND, Calif. -- Safeway Stores' efforts to consolidate magazine distribution are spreading with shocking speed to major retail chains across the country.In September, SN Brand Marketing reported that several...