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October 2007
On-Premise Report: Taking Value-Added to the Next Level
What leading wholesalers and suppliers do for their top accounts.
by Liza B. Zimmerman
IMPORTANT ACCOUNTS come in all shapes and sizes. They may move volume, have multiple locations or just be the most prestigious list in town. Placing your wines in the right mix of restaurants not only increases sales but is often the world's best (and I think often the most profitable) advertising imaginable. The ways wholesalers and suppliers seek to support their top restaurant accounts go far beyond price discounts (which, where permitted, are illegal if not offered to all potential customer...
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