Technology Reshapes Retailer-Vendor Relationships

KALAMAZOO, Mich. The traditional face-to-face sales call between the product manufacturer and the retailer is being replaced by email messages, but vendors would like to see more two-way communication, according to panel at the Western Michigan University Food Marketing Conference here. Frequent one-to-one sales calls are getting few and far between, said Frank DiPasquale, senior vice president, National

KALAMAZOO, Mich. — The traditional face-to-face sales call between the product manufacturer and the retailer is being replaced by email messages, but vendors would like to see more two-way communication, according to panel at the Western Michigan University Food Marketing Conference here.

“Frequent one-to-one sales calls are getting few and far between,” said Frank DiPasquale, senior vice president, National Grocers Association, who moderated the panel and discussed data from a

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