YOUR PAYMENT, MY CAPTAIN?

When is a category captain not a category captain, but a cash cow? It's when a retailer requires a manufacturer to produce $10,000 -- and sums of up to $100,000 have been mentioned -- to "captain," or lead, a segment of a retailer's category-management effort.Maybe the foregoing question-and-answer exercise poses the issue a little too starkly, but there's no doubt that more and more light is beginning

When is a category captain not a category captain, but a cash cow? It's when a retailer requires a manufacturer to produce $10,000 -- and sums of up to $100,000 have been mentioned -- to "captain," or lead, a segment of a retailer's category-management effort.

Maybe the foregoing question-and-answer exercise poses the issue a little too starkly, but there's no doubt that more and more light is beginning to shine on the previously obscure captaincy-fee matter, and that the fledgling pr

Register to view the full article

test - Advanced Registered User

Already a member? .