Snacks to go-2010

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Case of Snacks to go

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Summary
Jill Harms was the Assistant Category Manager for the Nuts, Natural Snacks and Cookies Category at Sathers, Inc. The company was the snack nuts product line introduced in early 1995, which saw high sales in the beginning, but began slowing down. If the line did not improve in performance soon, Harms was pressured to drop the line completely.

Background- History
In the 1960s, Kenneth Sathers started the “pegboard” display, hanging cellophane bags with paper headers. These caught some regional Kmart managers’ attention, and Kenneth made them sure to carry two bags of candy for $1.00, Sathers’ original “Two for One.” Success in these stores resulted in securing the entire Kmart account by 1972, and thus began Sathers’ national distribution of packaged candy. Still emphasizing repackaging, Sathers expanded the product line to nuts in the 1960s, purchasing a nut roasting operation. Other acquisitions included a New Orleans manufacturing plant from American Candy Company in 1985, an additional candy manufacturing plant in the later 1980s, and a $30 million worth Powell’s Inc., a candy manufacturer and distributor in 1991. In 1992,

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