BORDEN STRESSES TRADE MARKETING

CAMBRIDGE, Mass. -- Many companies stumble trying to take the giant step from trade spending management to a true trade marketing function.To manage through this transition successfully, brand marketers must accord "big project status" to the activity and put a high importance on skill training, said Ric Ellis, vice president of trade marketing for Borden, Columbus, Ohio. "This is not a one-person

CAMBRIDGE, Mass. -- Many companies stumble trying to take the giant step from trade spending management to a true trade marketing function.

To manage through this transition successfully, brand marketers must accord "big project status" to the activity and put a high importance on skill training, said Ric Ellis, vice president of trade marketing for Borden, Columbus, Ohio. "This is not a one-person decision," Ellis said. "It takes money, time, resources -- you need a commitment agains

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