CATEGORY MANAGEMENT PAYS OFF, AWG FINDS

MEMPHIS, Tenn. -- The shift to a category management structure led to a $3 million sales increase last year at Associated Wholesale Grocers, Kansas City, Kan.In three high-volume categories, the wholesaler's Springfield, Mo., division was able to cut dozens of stagnant stockkeeping units and drive category unit sales dramatically, said Jerry Garland, vice president of merchandising and marketing for

MEMPHIS, Tenn. -- The shift to a category management structure led to a $3 million sales increase last year at Associated Wholesale Grocers, Kansas City, Kan.

In three high-volume categories, the wholesaler's Springfield, Mo., division was able to cut dozens of stagnant stockkeeping units and drive category unit sales dramatically, said Jerry Garland, vice president of merchandising and marketing for the Springfield division.

The product categories that benefited most from the

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