unsalables

"I also work with the customer to identify key drivers of unsalables for our 3,000 SKUs," he says.

Recently Uploaded Slideshows Batjaa_sh 2009

He says that Quaker Oats actually repackaged a brand of product last year, which reduced unsalables for that year.

Recently Uploaded Slideshows Batjaa_sh 2009

Prior to that, it was a sales function "because it was thought that the sales folks were the closest to the customer and unsalables were considered a cus - tomer problem," explains Ernest Argenio, product recovery manager for Motts.

Recently Uploaded Slideshows Batjaa_sh 2009

It is a worthwhile investment to have someone full-time dedicated to unsalables.

Recently Uploaded Slideshows Batjaa_sh 2009

Mills says that Gerber has set up benchmarks to see how it is doing with unsalables.

Recently Uploaded Slideshows Batjaa_sh 2009

"I just tell our customers that unsalables hurt us both and that we need to reduce the occurrence," he says.

Recently Uploaded Slideshows Batjaa_sh 2009

The company also established a whole team, which reports to the vice president of logistics, to focus on ways to avoid having product returned, controlling it internally and externally, explains James Hicks, man - ager of trade damage/unsalables at Quaker Oats.

Recently Uploaded Slideshows Batjaa_sh 2009

The pros agree that putting someone in charge of unsalables is the only way to control the problem.

Recently Uploaded Slideshows Batjaa_sh 2009

Argenio drafted an unsalables policy in the sec - ond quarter, outlining how Motts products should be handled.

Recently Uploaded Slideshows Batjaa_sh 2009

Since coming on board at Motts, Argenio has reduced unsalables to 1% of sales from 1. 2% a year earlier.

Recently Uploaded Slideshows Batjaa_sh 2009