The Whole Story from Wholesalers

Grondin Francella, Barbara
October 2004
Convenience Store News;10/16/2004, Vol. 40 Issue 13, p166
Trade Publication
This article presents comments of Ron Coppel, vice president, business development of Eby-Brown Co., Naperville, Illinois; Tony Frankenberger, director of merchandising and procurement for McLane Grocery Distribution; and Pete Lippe, senior director of purchasing, and his colleague Marica Hunt, director of marketing, at Core-Mark International, on retail trade. In response to a question about various factors contributing to a successful new-product rollout in the c-store channel, Coppel says that the first thing is to put an emphasis on core categories. He also says that The size of the chain makes absolutely no difference. On the other hand, Frankenbergen says that it's important to understand the manufacturer's plan and timing for creating consumer awareness.


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