Magazine article Folio: the Magazine for Magazine Management

Questioning the Ethics in Retail Sales

Magazine article Folio: the Magazine for Magazine Management

Questioning the Ethics in Retail Sales

Article excerpt

During the MPA's Retail Conference in Dallas last month, Michael Carr, president and CEO of Welder Publications, went up against Bob Callahan, category team leader, HE Butt Grocery Co., in a crossfire that sought candid answers to tough questions from Frank Herrera, president of ICD/Hearst.

Here's one highlight:

Question: Is there any morality among retailers? In many cases, a retailer will sell a position or a program to one publisher--and then 10 days later, when another publisher comes in with a bigger bag of money, the trade is off the table. Callahan: In the interest of effective management, money is the bottom line. It's the easiest number for all of us to deal with. There are some retailers that are very focused on pocket money and the mechanisms the industry makes available to earn income that are not connected to the sale of the product.

I think everyone in the channel has to ask themselves how they behave. …

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