DEMONSTRATING CONTROL

When Lifesavers Co. mounts a national in-store sampling and demonstration program these days, it faces tough decisions over whether the promotion should include some of its largest accounts.Mandated services are the issue for those retailers, says Cathy Snow, group promotion manager at Lifesavers, Winston-Salem, N.C., an operating unit of Nabisco. She says her company is encountering more chains that

When Lifesavers Co. mounts a national in-store sampling and demonstration program these days, it faces tough decisions over whether the promotion should include some of its largest accounts.

Mandated services are the issue for those retailers, says Cathy Snow, group promotion manager at Lifesavers, Winston-Salem, N.C., an operating unit of Nabisco. She says her company is encountering more chains that require brand marketers to work through sampling and demo agencies which they, not t

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