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RAB Research Archive

Working with multiple vendors



When working with mass merchandisers or price clubs where many vendors are “national accounts,” call the home office of the vendor and ask, “Who is the National Accounts Manager for this store (i.e., Walmart, Lowe's, etc.)?”

Then ask, if you were to get the District Manager to "sign off" on a certain level of purchases for a shipper, would there be funding from the vendor? Sometimes, you can get a national account to sell locally with DM approval. One caveat: Stay away from the buyer at the corporate level. Try to keep the deal local.

Source: Brandeis C. Hall, RAB





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