Scan-downs, also called Pay-for-Performance, are programs in which manufacturers pay retailers allowances based on units sold rather than cases shipped. These programs theoretically eliminate forward-buying and...
The One to One Future," by Don Peppers and Martha Rogers, Ph.D., is an excellent overview of what they see as the future of marketing -- building relationships one customer at a time.In the book, they make some...
Unlike recent years, 1995 wasn't filled with great technological changes, new coding structures or dynamic new program concepts. It was a year of continued growth along paths previously chosen and on which the...
Brand managers and anyone in the manufacturer's organization who has anything to do with coupons should understand about good coupon design. Let's have a quick review. Good criteria for "good" design include three...
Developments in technology can often change the way we do business, but innovations don't mean re-inventing the wheel every time. It can mean building on what we already have set up. Let's look at an example. The...
At the Fourth-Annual Electronic Marketing Conference, co-sponsored by Retail Systems Consulting, Supermarket News and Brand Marketing last month, all the critical issues concerning this emerging in-store promotion...
The fourth-annual Electronic Marketing Conference will be held Aug. 13 to 15 in Tarpon Springs, Fla.When the first conference was held four years ago, electronic marketing was just starting to gain visibility. This...
The spring conference of the Association of Coupon Processors was one of the best conferences I've been to in a long time. The theme was "100 Years and Still Counting," commemorating the 100th anniversary of the first...
There's been a lot of talk about the relationship between manufacturers and retailers, and the "power shift" that has occurred. Years ago, manufacturers controlled the product and consequently controlled the retailers...
The recent Association of Coupon Processors meeting was one of the best conferences I've attended. Excellent speakers, excellent topics. Of particular interest to Brand Marketing readers, I thought, was a session on...