What Others Are Doing: Best Practices in Merchandising

Masterfoods USA (Mars, Inc.), Time Distribution Services (TDS), a division of AOL Time Warner, and the Wrigley Sales Company, in conjunction with Dechert-Hampe & Co. (DHC), have been working together to identify ways of increasing the productivity of “Front-End”, check stand merchandising. This Front-End Focus study has resulted in a comprehensive program of consumer research, retailer data analysis and store testing across the 25 product categories typically sold at the front-ends of grocery stores. Eight major grocery chains, representing more than 5,500 stores and 20% of U.S. grocery sales, agreed to participate in the program. The initial research, which included over 1,300 consumer interviews in retail stores, identified a $1billion industry opportunity for improving checkstand sales. A second phase of the study focused on the impact of self-scanning technology for retailers and manufacturers. For more information on the results of this study and specific ways to improve consumer shopping satisfaction and maximize front-end performance, visit



Evolution of the Front-End

Front-End Checkstands are constantly evolving. How does this innovation impact impulse sales? With continued evolution must come continual evaluation of these front-end merchandising changes.

Conference Presentation


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This comprehensive study conducted by the Sales Executive Share Group (SESG), an organization of the top sales executives at major CPG companies, provides insights into recruiting and retaining Millennials for Consumer Packaged Goods Sales.


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Maximizing Opportunities
at Self Checkout

An overview of the current status and future prospects for self checkouts in the retail environment.

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