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Account Value Metrics

• by Tom Larsen | Feb 25, 2015 |
• Marketing, Planning, Sales |

There are two methods I use: the retailer’s inventory turn rate needed to keep the space or the likely consumer purchasing method used to determine the reorder rates needed to keep up with demand.

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Why distributors are not Plan A to get into U.S. retailers

• by Tom Larsen | Jan 21, 2015 |
• Marketing, Planning, Sales |

Distributors in the U.S. are by and large completely on the supply side of the path to retailers. That is to say, they do not create demand from retailers, nor are they very good at placement of new brands.

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