NEGOTIATING THE FEE

When L&F Household Products began its pioneering experiment in reforming broker compensation in April 1993, the broker community held its tongue, although the gritting of teeth was audible.What L&F proposed then and presented to its broker force during last December's meeting of the National Food Brokers Association was indeed revolutionary: a plan to use Nielsen store scanner data to determine broker

When L&F Household Products began its pioneering experiment in reforming broker compensation in April 1993, the broker community held its tongue, although the gritting of teeth was audible.

What L&F proposed then and presented to its broker force during last December's meeting of the National Food Brokers Association was indeed revolutionary: a plan to use Nielsen store scanner data to determine broker commissions based on measurement of consumer sell-through instead of wareho

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