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James Tenser

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PIA MERCHANDISING SETS INITIAL PUBLIC OFFERING
Mar 04, 1996
IRVINE, Calif. -- PIA Merchandising Services here, the nation's largest third-party merchandising firm, has plans to go public.The company announced an initial public stock offering of 2.25 million shares in February...
CAMPBELL SOUP REDEFINES ROLE FOR ITS SALESPEOPLE
Mar 04, 1996
CAMDEN, N.J. -- Campbell Soup Co. has taken a major step toward turning its salespeople into business managers.With the unification of the company's soup business and what was formerly known as its Meal Enhancement...
GREENFIELD FOODS OFFERS STORE-SPECIFIC REBATES
Mar 04, 1996
WILTON, Conn. -- Greenfield Healthy Foods here has mounted a national in-store promotion that offers consumers store-specific rebate checks.Called "Top This! Free!" the program offers a rebate check of up to $2 to...
VALVOLINE PEGS SALES, PROMOTIONS TO ROI
Mar 04, 1996
LEXINGTON, Ky. -- Valvoline here has become one of the first consumer goods companies in the United States to begin to track account sales and promotion performance using a return-on-investment measure."We now...
DEL MONTE PLUGS FIELD FORCE INTO THE INTERNET
Mar 04, 1996
SAN FRANCISCO -- Del Monte Foods here has equipped 34 of its zone managers and sales managers with a customized software system designed to let them retrieve business information over the Internet.Del Monte is the...
DEMONSTRATING CONTROL
Mar 04, 1996
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...
NHMA: RELATIONSHIPS MUST BACK TECHNOLOGY
Feb 12, 1996
CHICAGO -- A mastery of information technology may be critical to the process of bringing products to market, but its effectiveness can be severely limited if the brand marketer doesn't get its retailer relationships...
GENERAL MILLS REALIGNS FOR 'PERSONALIZED' SALES
Feb 12, 1996
MINNEAPOLIS -- General Mills here has revamped its sales organization structure to better tailor its approach to individual retail accounts.Under what the company is calling its "personalized sales structure," sales...
P&G ZERO COUPON TEST DRAWS INDUSTRY SCRUTINY
Feb 12, 1996
BUFFALO, N.Y. -- Brand marketers and coupon industry executives have their sights locked on Buffalo, Rochester and Syracuse, N.Y., as Procter & Gamble begins its zero-coupon experiment here.Most insist fears of the...
WHEN CLOSING THE LOOP, DON'T CLOSE YOUR MIND
Feb 12, 1996
Proponents of third-party merchandising services point out again and again that the mere presence of a person in-store to shelve out the merchandise can cause out-of-stocks to fall and promotional lifts to rise.It...
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