TAMPA, Fla. -- Category management evolved gradually and with "some pain" at the Thomas J. Lipton Co., said a top executive for the company, based in Englewood Cliffs, N.J. "If you're not prepared to pay, you're not prepared for category management. There are a lot of changes that need to take place in the organization, and with the way people think within the organization," said Rich Collins, director of sales strategies. He described the phases of installing category management at Lipton ...

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