Industry consolidation and attempts to take costs out of the system have given rise to regional distribution. This trend can be counter-productive to building partnerships, retailers pointed out. hem soon enough," said Darryl Wikoff, president of Dierbergs Markets, Chesterfield, Mo. "As manufacturers downsize their sales force, this will be a focus for us in the next five years," said Ron Shooltz, chief operating officer at Wesselman's, Evansville, Ind. But most agreed that pressure to ...

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