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| Topic: |
Business
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| Number of pages / Number of words: |
4 / 983 |
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This provides Barilla an opportunity to more tightly integrate systems with the distributors. The GD sales force was small and not as well as entrenched in the end customers operations as the DO sales force. Couple of other things to note here are that the GDs are owned by Barilla and the supermarket chains contributed to 70% of dry product sales...
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There is a possibility with the large orders and revenues associated with the supermarket chains that the sales force’s incentives were not well aligned with Barilla’s attempts and desire to optimize that channel strategy.
In terms of promotions they had 10-12 promotions throughout the year and they also offered volume discounts...
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