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June 2003
Managing Agreements with Chains
by Bruce Worobec
Editor's Note: While this article may not be applicable or of interest to small wineries, the reality of selling wine to the large chain accounts is becoming increasingly common as well as complicated. While this topic applies only to a narrow band of our readers, we feel the trend of chain sales and the dominance of the chain markets make this an important issue for us to address. Please note that the author is a consultant whose business is based on this topic and he includes his model for dat...
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