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This solution that allows Barilla to see end customer demand and then force their own inventory down onto their suppliers is a "band-aid" solution at best, and a way to increase their own profits at their customers' expense at worst. It won't address the underlying manufacturing mismatch that Barilla has created.
Barilla's internal sales force sees through Maggiali's attempt to increase his own fiefdom and understands the potential damage it would cause to Barilla's relationship with distributors and their competitive position. Their objections that distributors would stock more of their competitor's products are right on and must be clearly explained to Maggiali...
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