C. Hypotheses
V. Conclusion
The study focus on the breadth and depth of retail price promotions on FMCG brand substitution and use complementary purchase using scanner data. For instance, when buying toothbrushes which are on price promotion, we will also consider if a tooth paste is needed.
Shampoo and bath soap is another example. The present study is different from the past and stands on product pricing and investigates the effect of retailer price promotion on FMCG brand substitution and use complementary.
The finding shows that the data support H1 and H2, that is, retail price promotional activities conducted on a brand of high and low price level have a significant positive impact on sales of the promoted brand, expect for high price brands (KCO and KTO) in the toothpaste category. Over all speaking, in the tooth brush and toothpaste category, as prices decrease (increase), sales increase (decrease).And the study provides modest rejects H3 but supports H4, that is, price promotions on one brand of high price level have a negative impact on sales on substitute brands in the category, and price promotions on one brand of low price level have a positive impact on sales on substitute brands. Third, price promotion appears to be an effective tool for complementary purchase of low unit price in their categories but do not useful for complementary purchase of high unit price. The overall pattern of results provides modest reject H5 but support H6.
The finding shows that price promotions on a brand stimulate brand sales. The results indicate that price promotions had a significant impact on brand sales for all promoted brands in tooth brush and toothpaste categories. In other words, as prices decrease (increase), sales increase (decrease). The result also shows price promotions on one brand of low price level have a positive impact on sales on substitute brands in the category, but price promotions on one brand of high price level have a negative impact on sales on substitute brands. And, it shows most of the substitution effects were asymmetrical, as one brand built sales at the expense of another brand but did not lose sales as a result of that brand’s price promotion activities. The most interesting is that the result is very different from Walters’s study. In 1991, Walter’s study indicates that in no instance did a low market share brand gain sales at the expense of a brand with higher market share.
by researchers and probably are not exploited enough by retailers. We find that price promotion appears to be an effective tool for complementary purchase of low unit price in their categories but do not useful for complementary purchase of high unit price, especially for toothpaste of high price.
The study results have some interesting implication for retailers and manufactures. For manufacturers and retailers, they all expect to increase their sales. The manufacturer’s primary objective in promoting a brand is to increase sales. In contrast, the retailer’s primary objective is to maximize store profit (Kumar & Leone, 1988). Jack Trout, author of positioning, cautions that some product categories tend to self-destruct by always being on sale. They must do carefully or find that their profits are much less than planned. The success of retail price promotions depends on such factors as the ability of the promoted items to draw customers to the store, the profit (or loss) on the promoted item, the cannibalization that occurs when consumers switch away from regular-priced items to promoted items, and the boost in sales volumes of non-promoted items.
In this article, FMCGs are having a quick shelf, at relatively low cost and do not require a lot of thought, time and financial investment to purchase. Because of FMCG product characteristics, most of retailers will set a low price or promotions frequently and think it is useful. In the words of marketing consultant Kevin Clancy, those who target only the price-sensitive are “leaving money on the table.” Our finding shows that price promotion appears to be an effective tool for brand substitute and full-margin complementary purchase of low unit price but do not useful for brand substitution of high unit price. There are a few possible of high price brand in tooth brush category may have complementary purchase. Most retailers do not consider the effect of promotion on sales of non promoted product. As a consequence, retailers may draw misleading conclusions about promotional effectiveness.
Scanner data is easy to acquire and can give practitioners better tools for understanding their markets (e.g., approaches to analyze consumer response and market segmentation) and for making marketing mix decisions (e.g., setting prices and determining promotion spending).
If retailers can use scanner data and have professional marketing employee to suit consumer characteristics and environment changes with scientific method to make a market strategy and planning, it is expected to meet strong sales and growth targets, achieved through strategies for retailers.
Certain limitations of our work and database provide opportunities for future research.
First, the price promotional effects investigated may be particular to the product categories examined. Second, all of these factors ,for example, retailing advertising , promotional frequency, the degrees of discount and channel power may enhance or inhibit substitution and complementary effects, and future research should include these variables in studies of promotional effects. Third, thought we examine two types of buyer that all are associated with price. It would be interesting to understand how category characteristics influence purchase characteristics. Future research can make a questionnaire to evaluate attribute and combine scanner data to analyze. Therefore, the promotions we analyze reflect the real world
.
Reference
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Appendix A
Week# start end Special events
280 01/19/95 01/25/95281 01/26/95 02/01/95 282 02/02/95 02/08/95 283 02/09/95 02/15/95
284 02/16/95 02/22/95 Presidents Day 285 02/23/95 03/01/95
286 03/02/95 03/08/95 287 03/09/95 03/15/95 288 03/16/95 03/22/95
289 03/23/95 03/29/95 Easter 290 03/30/95 04/05/95
291 04/06/95 04/12/95 292 04/13/95 04/19/95 293 04/20/95 04/26/95 294 04/27/95 05/03/95 295 05/04/95 05/10/95 296 05/11/95 05/17/95 297 05/18/95 05/24/95
298 05/25/95 05/31/95 Memorial Day 299 06/01/95 06/07/95
300 06/08/95 06/14/95 301 06/15/95 06/21/95 302 06/22/95 06/28/95
303 06/29/95 07/05/95 4th of July 304 07/06/95 07/12/95
305 07/13/95 07/19/95
306 07/20/95 07/26/95 307 07/27/95 08/02/95 308 08/03/95 08/09/95 309 08/10/95 08/16/95 310 08/17/95 08/23/95 311 08/24/95 08/30/95
312 08/31/95 09/06/95 Labor Day 313 09/07/95 09/13/95
314 09/14/95 09/20/95 315 09/21/95 09/27/95 316 09/28/95 10/04/95 317 10/05/95 10/11/95 318 10/12/95 10/18/95 319 10/19/95 10/25/95
320 10/26/95 11/01/95 Halloween 321 11/02/95 11/08/95
322 11/09/95 11/15/95 323 11/16/95 11/22/95
324 11/23/95 11/29/95 Thanksgiving 325 11/30/95 12/06/95
326 12/07/95 12/13/95 327 12/14/95 12/20/95
328 12/21/95 12/27/95 Christmas
Appendix B
UPC DESCRIP SIZE sale unit price
3500055300 CLGATE PLUS #2 FULL EA 30167.92 2.99
3500055800 CLGT PLUS #1 FULL ME EA 26917.62 2.69
30041085562 ORAL B ADVANTAGE C/G 1 CT 21700.94 2.99
3700000869 CREST T.B. #4 MED AN 1 CT 20805.15 2.69
3500056210 ALADDIN TOOTHBRUSH F EA 20043.79 2.49
3500056000 CLGT PLUS CHARACTER EA 19603.67 2.69
30041085561 ORAL B ADVANTAGE C/G 1 CT 19444.93 2.89
30041085120 ORAL-B ADVANTAGE 40 EA 19213.38 2.99
38137007202 REACH ADVANCED FULL 1 CT 19035.82 2.59
3700000290 CREST CMPLT CHILD SS 1 CT 18594.19 2.59
3700000885 CREST T.B. #6 SOFT S 1 CT 18505.07 2.59
3500068400 COLGATE PRECISION ME 1 CT 18417.32 2.87
3700000867 CREST T.B. #8 SOFT A 1 CT 17844.67 2.59
30041080200 ORAL B REGULAR #40 T EACH 17373.01 2.39
30041084100 ORAL B ANGLE REGULAR EACH 17353.33 2.69
3500068500 COLGATE PRECISION SO 1 CT 16710.17 2.87
38137007201 REACH ADVANCED FULL 1 CT 16497.2 2.59
38137007206 REACH TOOTHBRUSH WON 1 CT 16453 2.59
30041080140 ORAL B REG MEDIUM #4 EACH 16120.11 2.39
30041080160 ORAL B LARGE MEDIUM EACH 15738.25 2.39
30041085115 ORAL-B ADVANTAGE 60 EA 15670.42 2.99
30041084300 ORAL B ANGLE 40 REG 1 CT 15464.17 2.39
30041080100 ORALB LARGE #60 TOOT EACH 15422.41 2.39
30041081465 ~ORAL B SESAME ST T/ EA 15388.99 2.39
3700000889 CREST T.B. #2 MED ST 1 CT 14692.92 2.59
3700000879 CREST T.B. #3 MED AN 1 CT 14675.65 2.59
30041085112 ORAL-B ADVANTAGE 40 EA 14235.54 2.99
3500057900 COLGATE PLUS #5 SOFT EA 13759.79 2.69
30041085121 ORAL-B ADVANTAGE 40 EA 13729.46 2.99
7094240411 BUTLER ADULT REG BOG 2 CT 13535.22 2.29
30041084000 ORAL B ANGLE COMPACT EACH 13245.04 2.69
5310000121 AQUA FRESH FLEX T/B 1 CT 12894.95 2.79
3500065800 COLGATE TB RIPPLED B EA 12692.01 2.69
3700000912 CREST TB IMAGES MAL 1 CT 12594.28 2.59
5310000120 AQUA FRESH FLEX T/B 1 CT 12437.44 2.79
3500057800 COLGATE PLUS #4 CMPC EA 12151.76 2.69
38137007122 REACH FULL MED EA 11972.21 2.29
5310000160 AQUAFRESH FLX DIR SO 1 CT 11774.26 2.99
38137007222 REACH BETWEEN MEDIUM 1 CT 11650.84 2.29
3500068600 COLGATE PRECISION X- 1 CT 11535.78 2.87
3500061500 CLGT PLUS #17 T/B WL 1 CT 11303.84 2.69
3500065900 COLGATE TB RIPPLED B 1 CT 11284.1 2.69
38137007126 REACH FULL FIRM EA 11266.17 2.29
7094240111 BUTLER JR CRITTERS B EA 11244.11 2.29
1111383259 PEPSODENT T/B MEDIUM 1 CT 11234.68 0.99
3500053900 CLGT PLUS #14 ANGL T 1 CT 11117.89 2.69
5310000170 AQUAFRESH FLEX DIREC 1 CT 10774.95 2.99
1111383159 PEPSODENT T/B SOFT P 1 CT 10765.28 0.99
5310000126 AQUA FRESH FLEX KIDS 1 CT 10572.94 2.79
38137007120 REACH FULL SOFT EA 10432.23 2.29
7094240409 BUTLER COMPACT SOFT 2 CT 10279.07 2.29
30041085118 ORAL-B ADVANTAGE 35 EA 9963.83 2.99
1111383359 PEPSODENT T/B HARD P 1 CT 9960.26 0.99
3500054000 CLGT PLUS #15 ANGL T 1 CT 9907.76 2.69
3828160057 DOMINICKS GEM HEAD-M 1 CT 9899.97 1.79
30041085114 ORAL-B ADVANTAGE 60 EA 9898.9 2.99
3500068800 COLGATE PRECISION CO 1 CT 9594.61 2.87
3700000895 CREST T.B. #5 SOFT S 1 CT 9582.8 2.59
3500055332 CLGT PLUS GRIP FULL EA 9553.5 2.59
30041081200 ORAL B NOVELTY 20 SO 1 CT 9191.27 2.39
38137007130 REACH CMPCT SOFT EA 8782.79 2.29
3828160049 DOM ORAL ANGLE FIRM EACH 8738.08 1.59
7094240311 BUTLER SLENDER SOFT 2 CT 8729.3 2.29
38137007134 REACH GLOW AGE 1-5 T 1 CT 8645.67 2.17
38137007203 REACH ADVANCED FULL 1 CT 8596.04 2.59
3828160045 DOM ORAL ANGLE MEDIU EACH 8576.43 1.59
3828160041 DOM ORAL ANGLE SOFT EACH 8522.49 1.59
5310000122 AQUA FRESH FLEX T/B 1 CT 8496.82 2.79
3828160073 DOM COMPLETE PERF/ST 1 CT 8335.48 1.59
3828160053 DOMINICKS GEM HEAD-S 1 CT 8063.8 1.79
3500055322 CLGT PLUS GRIP FULL EA 8062.18 2.59
3828160077 DOM COMPLETE PERF/AN 1 CT 7933.39 1.59
30041083518 ORAL-B P-SERIES B1G1 2 CT 7869.09 2.59
30041083519 ORAL-B P-SERIES B1G1 2 CT 7506.14 2.79
3500068700 COLGATE PRECISION CO 1 CT 7291.22 2.87
3828160069 DOM SOFT CLASSIC TB 1 CT 7230.91 0.69
3828160065 DOM MED CLASSIC TB 1 CT 6976.31 0.69
30041085113 ORAL-B ADVANTAGE 40 EA 6848.15 2.99
3500056200 CLGT JR #9 T/B X/SOF EA 6734.1 2.19
3500068506 CLGT PRCSN E/G TB FU EA 6701.03 2.79
3828160061 DOM FIRM CLASSIC TB 1 CT 6356.85 0.69
30041085117 ORAL-B ADVANTAGE 35 EA 6118.45 2.99
38137007140 REACH CMPCT MED EA 6071.32 2.29
3500055199 COLGATE CLASSIC MED EA 5894.67 0.99
38137007137 REACH GLOW AGE 6-12 1 CT 5741.2 2.17
3500055200 COLGATE CLASSIC T-BR EA 5663.55 1.19
30041084200 ORAL B ANGLE COMPACT EACH 5598.74 2.69
38137007136 REACH YOUTH 6-12 T/B 1 CT 5496.61 2.17
3700000874 CREST T.B. #7 SOFT A 1 CT 5422.36 2.59
38137007245 REACH ADV DSGN CMPCT EA 5382.55 2.59
30041085107 ORAL-B ADVANTAGE 35 EA 5281.81 2.99
3500055599 COLGATE T/B SOFT PP. EA 5152.35 0.99
3700000916 CREST T.B. #10 XSFT 1 CT 5139.52 2.59
38137007246 REACH ADVANCE DSGN C EA 5011.59 2.59
3700000285 CREST COMPLETE YOUTH 1 CT 4933.47 2.59
3700000896 CREST CMPLT TB IMAGE 1 CT 4889.65 2.59
5310000140 AQUAFRESH FLX DIRCT 1 CT 4860.69 2.99
38137007218 REACH BETWEEN SENSIT 1 CT 4841.13 2.29
3700000280 CREST CMPLT IMAGES S 1 CT 4735.05 2.59
5310000150 AQUAFRESH FLEX DIREC 1 CT 4713.22 2.99
30041081539 F/S ORAL B ANGLE B1G 1 CT 4605.9 2.59
30041080135 ORAL BCOMPACT #35 ME EACH 4440.12 2.39
3700000275 CREST CMPLT TB IMAGE 1 CT 4320.48 2.59
30041085539 CONTURA REGULAR ANGL 1 CT 4299.91 1.99
38137007247 REACH ADVANCE DSGN C EA 4154.65 2.59
3500068805 CLGT PRCSN E/G TB CO EA 4145.63 2.87
7094200153 BUTLER NYLON TRAVEL EA 3808.05 2.29
3700000898 CREST T.B. #1 MED ST 1 CT 3721.99 2.59
38137007133 REACH CHILDS EA 3617.69 2.17
30041085108 ADVANTAGE 35 MEDIUM EA 3551.59 2.99
5310000123 AQUA FRESH FLEX T/B 1 CT 3544.7 2.79
38137007142 REACH CMPCT FIRM EA 3226.05 2.29
30041085540 CONTURA REGULAR ANGL 1 CT 2983.17 1.99
3500068900 COLGATE PRECISION CO 1 CT 2972.46 2.87
7094200432 BUTLER ANGLE TB FULL 1 CT 2751.95 2.19
30041085109 ADVANTAGE 40 XSFT TB EA 2334.87 2.99
7094261612 BUTLER PROXBRSH TRVL EA 2218.48 1.93
3500055299 COLGATE T/B FIRM PP. EA 2121.3 0.99
30041085104 ADVANTAGE 35 XSFT EA 2062.69 2.99
7094200430 BUTLER ANGLE TB FULL EA 2015.44 2.19
7094200433 BUTLER ANGLE TB COMP EA 1883.22 2.19
7094200431 BUTLER ANGLE TB COMP 1 CT 1714.3 2.19
3500053800 COLG PLS ANGL T/B CM 1 CT 1638.98 2.69
7094200434 BUTLER ANGLE TB FULL 1 CT 1623.09 2.19
5310000127 AQUA FRESH FLEX COMP 1 CT 1238.06 2.79
4167067200 JORDAN ADULT V MAGIC 1 CT 1187.73 2.49
4167000000 F/S JORDAN MAGIC T/B 1 CT 1108.05 2.49
3828178049 DOM BRICK ORAL ANGLE 6 PK 934.44 5.99
38137137200 ADVNCE DSGN REACH TB 2-1 CT 906.29 2.49
7094200612 BUTLER PROXABRUSH #6 EACH 786.17 1.99
4167067000 JORDAN MAGIC CHILD T 1 CT 684.75 2.49
7094261614 BUTLER PROXBRSH TRVL EA 606.29 1.93
4167067050 JORDAN MAGIC CHILD V 1 CT 580.17 2.49
4167067350 JORDAN ADULT MGC T/B 1 CT 557.76 2.49
5310012023 F/S AQUAFRESH FLEX B 1 CT 521.73 2.79
5310012022 F/S AQUAFRESH FLEX B 1 CT 456.76 2.79
5310012026 F/S AQUAFRESH FLEX B 1 CT 354.14 2.79
3500055500 COLGATE CLASSIC T-BR EA 330.64 1.19
7094200111 GUM JR. CRITTERS EA 323.34 2.29
3500055100 COLGATE CLASSIC T-BR EA 317.52 1.19
7094200123 BUTLER 123 ORTHODONI EA 313.55 1.99
5310012027 ~AQUA FRESH FLEX COM 1 CT 312.03 2.79
3500055610 CLGT+ TB W/FREE CASE EA 277.36 2.69
4167067300 JORDAN MAGIC TODDLER 1 CT 249 2.49
3834106588 ORABASE-B W/BENZOCAI 1/2 OZ 243.65 5.89
7094200411 GUM ADULT REG 4 ROW EA 224.52 2.29
3500055611 CLGT+ TB W/FREE CASE EA 212.9 2.69
5310000128 ~AQUA FRESH FLEX COM 1 CT 120.78 2.79
7094200311 GUM ADULT 3 ROW 2 CT 107.26 2.29
7094200409 GUM COMPCT 4 ROW 2 CT 105.1 2.29
Appendix C
UPC DESCRIP sale unit price
4933603600 REMBRANDT PEROXIDE B 105930.7 3.526667
3700000391 *CREST TRT REG 103585.08 0.389063
1111363961 MENTADENT TARTER CON 90325.55 0.690385
3500050900 *CLGT REG 79939.88 0.373438
1111363761 MENTADENT REFILL-FRE 76679.89 0.690385
3700000309 *CREST TRT GEL 69555 0.389063
3500057100 *COLGATE TARTAR REG 67609.78 0.373438
3700000321 *CREST REG 66420.88 0.389063
1111363861 MENTADENT REFILL-COO 63017.57 0.690385 1111363901 MENTADENT TARTER CON 61525.42 1.025714
3500051300 CLGT REG 56732.06 0.337805
3700000392 CREST TARTAR REG 53982.7 0.345122
4933600111 REMBRANDT WHITENING 49549.51 2.83
1111363701 MENTADENT TOOTHPASTE 48960.91 1.025714
3500056685 ULTRA BRITE 48923.44 0.365
1111374102 CLSUP RED 48280.12 0.417188
3320018840 ARM&HAMMER PEROXICAR 45995.16 0.797778 3500075903 CLGT BS&PEROX X-FRES 45750.78 0.373438 3500057200 COLGATE TARTAR REG 44689.31 0.341975 3700072823 CREST TAT SMOOTH MIN 43089.55 0.389063 5310032210 *AQUA FRESH TOOTHPAS 41647.26 0.417188 3500076003 CLGT B.SODA&PEROXIDE 39936.84 0.373438
3700000306 CREST TARTAR GEL 39125.34 0.345122
5310032420 AQUAFRESH SENSITIVE 37778.18 0.644186
3700072941 ~CREST STND UP KIDS 37200.68 0.415
1111363801 MENTADENT TOOTHPASTE 36377.75 1.025714
3700000345 *CREST MINT 33636.8 0.389063
3700000328 CREST NEAT SQUEEZE T 33277.27 0.471667 3700000337 CREST TARTER GEL NEA 33230.74 0.471667 3500059600 *COLGATE TARTAR GEL 31825.76 0.373438 1111341101 PEPSODENT W/FLORIDE 31357.19 0.248438 3500078800 COLGATE B SODA TARTA 30991.73 0.538095
3700000310 CREST REG 30974.31 0.345122
3700072862 CREST SENSITIVITY PR 30970.66 0.546774 3700072939 ~CREST STND UP TAR G 30910.72 0.415 4933600125 REMBRANDT MINT WHITE 30796.33 2.996667 3700072979 CREST TARTAR CNTRL B 30610.38 0.389063 3700072940 ~CREST STND UP TAR S 30579.23 0.415
3700072938 ~CREST STND UP TARTA 30252.44 0.415 3700072825 CREST NEAT SQUEEZE S 29762.86 0.471667 3320018650 A&H DENTL-CARE TARTA 28790.96 0.558 3700072830 CREST TARTAR CNTRL B 28474.11 0.389063 1111363951 MENTADENT TARTER CON 27931.07 0.805769 3500072600 COLGATE STAND-UP REG 27789.63 0.398333 3320018860 ARM&HAMMER PEROXICAR 27427.02 0.665079 3500072800 COLGATE STAND-UP TAR 27065.4 0.398333 1111379161 CLOSE-UP TARTAR CONT 26658.95 0.417188 3500075904 COLGATE BS& PEROX X- 26629.85 0.337805
1111323101 AIM X/S GEL 26404.9 0.217188
1111363751 MENTADENT TOOTHPASTE 25771.35 0.805769 5310032500 AQUAFRESH TOOTHPASTE 24933.21 0.364634 3700072828 CREST TAR SMOOTH MIN 24898.95 0.345122
3700072829 CREST TARTAR CNTRL B 24558.35 0.35
3320018290 A&H TARTAR CNTRL GEL 23901.62 0.467901 5310033300 *AQUA FRESH TARTAR T 23538.38 0.445 3320018390 ~A&H DNTL CARE REG P 23529.8 0.41
1111320202 AIM REGULAR GEL 23443.81 0.217188
5310000318 AQUA FRSH TPLPRTCTN 23304.23 0.417188
3700072935 ~CREST STD UP REG 23272.71 0.415
3320018690 A&H TARTAT CNTRL PAS 23153.29 0.41 3828160017 DOM BAKING SODA TOOT 22914.04 0.378 1111319120 PEPSODENT TP W/BAKIN 22840.78 0.265
3500058700 *CLGT GEL 22300.63 0.373438
3500076001 COLGATE BS&PEROX TS 22195.63 0.398333
3700000312 CREST GEL 22108.69 0.389063
3700073091 CREST TARTR W/FREE 2 22080.3 0.345122 3700000338 CREST NEAT SQUEEZE K 21851.21 0.471667
3700072936 ~CREST STND UP MINT 21837.5 0.415
3500072900 COLGATE STAND-UP TAR 21789.07 0.398333 3500075901 COLGATE BS&PEROX ST 21615.34 0.398333 3700072924 F/S CREST BAKING SOD 21554.8 0.389063 1111363851 MENTADENT TOOTHPASTE 21192.96 0.805769 5310032920 AQUAFRESH BAKING SOD 20639.93 0.417188 3320018350 A/H DENTAL CARE TOOT 20296.81 0.558 3500059700 COLGATE TARTAR GEL 19925.27 0.324691 1111329780 AIM GEL BAKING SODA 19658.93 0.231667
1111367051 CLOSE UP BAKING SODA 18317.02 0.417188
3700000311 CREST GEL 17943.75 0.345122
3500000603 COLGATE BAKING SODA 17823.26 0.538095 30041086143 SESAME ST FRUITY STA 17342.38 0.521429
3700072978 CREST TARTAR CNTRL B 17125.42 0.35
3500078900 COLGATE B SODA T/C G 16952.69 0.538095
3700000390 *CREST TRT REG 15533.44 0.493478
3500072700 COLGATE STAND-UP GEL 15448.72 0.398333 3700073092 CREST TRTR GEL W/2 T 14593.42 0.345122
3700000334 CREST MINT 14164.9 0.345122
3320018490 A&H REG GEL 15% FREE 13906.36 0.519178 3320018370 ARM & HAMMER DENTAL 13735.71 0.541429
3700072937 ~CRST STND UP GEL 13641.06 0.415
3828160021 DOM TARTAR CONTROL T 13637.35 0.295313 5310033400 AQUA FRESH TARTAR TU 12904.95 0.393421 3700073089 CREST REGULAR W/FREE 12482.83 0.345122
1111325381 AIM TARTER GEL # 12399.75 0.217188
3700072923 CREST BAKING SODA GE 11578.03 0.345122
3500058800 CLGT GEL 11558.7 0.337805
3700000325 CREST NEAT SQUEEZE R 11403.64 0.471667 3700073093 CREST TC SMTH GEL W/ 11304.72 0.345122 1851527612 ~#PLUS+WHITE ONE STE 11144.85 1.996667 3700000278 GLEEM GOLD TOOTHPAST 11024.3 0.426563 3320018270 ARM&HAMMER TARTAR CO 10915.79 0.601587
3700000315 *CREST TRT GEL 10847.73 0.493478
3500051400 *CLGT REG 10770.08 0.454348
3700000322 *CREST REG 10507.58 0.493478
5310000430 AQUA FRESH TARTAR PU 10236.71 0.378333
5310000311 AQFR PUMP ADULT 10226.96 0.493478
3500056687 ULTRA BRITE BS & PER 9773.68 0.365
3500051377 CLGT REG 9680.13 0.337805
3500057277 COLGATE SUPER W/PLUS 9445.18 0.341975 3700073090 ~CREST ICY MINT W/FR 9065.61 0.345122 3320018670 A&H DENTAL CARE TAR 9048.27 0.541429 3700000326 CREST NEAT SQUEEZE M 8914.04 0.471667
3500056700 ULTRA BRITE GEL TUBE 8911.35 0.365
3700073095 CREST TC BKS W/2.5 G 8820.71 0.35
3700072926 CREST B SODA GEL NEA 8717.23 0.471667 3500057000 *COLGATE TARTAR REG 8659.03 0.454348 5310000303 AQUA FRESH KIDS PUMP 8450.81 0.493478 3500077200 COLGATE BAKING SODA 8391.97 0.538095
3700072916 CREST BAKING SODA T/ 7740.3 0.345122 3320018250 ~ARM&HAMMER TARTER C 7740.17 0.637778 3700072918 CREST B SODA PASTE N 7695.41 0.471667 3500059777 COLGATE T/P TAR GEL 7554.98 0.341975
5310032100 AQUA FRESH T/P 7520.71 0.476087
30041037012 ORAL-B TP TTH & GUM 7424.67 0.614 5310032125 ~AF SUT TRIPLE PROTE 7411.33 0.461667 3320018470 ARM & HAMMER DENTAL 7392.93 0.601587 3500058877 COLGATE T/P GEL FREE 7365.1 0.337805
3500056647 ULTRA BRITE PASTE ST 7336.36 0.365
3700072824 CREST TAR SMOOTH MIN 7162.69 0.493478
1111374801 CLOSE-UP RED 6946.6 0.364634
1111388450 CLOSE UP CRYSTAL CLE 6905.69 0.417188 1851527246 ~PLUS WHITE GEL-STAN 6862.39 0.855714
3834109379 COLGATE PLATINUM 6849.29 2.363333
3500077800 COLGATE STAND-UP TAR 6713.22 0.454348 5310032250 *AQUA FRESH EXTRA FR 6618.77 0.417188 5310000420 AQUA FRESH TARTAR PU 6490.41 0.527907 30041037017 ORAL-B SENS W/FLOURI 6401.94 1.023333 31158862000 TOPOL TOOTHPASTE SPE 6394.76 1.085294 3320018450 ARM & HAMMER DENTAL 6311.35 0.62 3320018145 ~A&H STAND-UP REG GE 6277.09 0.62 34167041720 TOPOL TP + BAKING SO 6233.36 1.497059
3828160002 DOM COOL FRESH TOOTH 6177.6 0.27
3500077600 COLGATE STAND-UP REG 6156.15 0.454348 5310033225 ~AF SUT TARTAR CONTR 6132.05 0.494643 3500073600 ~COLGATE BAKING SODA 5905.51 0.568085 3500078300 ~COLGATE STAND-UP BA 5801.35 0.568085 3320018135 ~A&H STANDUP TUBE RE 5685.64 0.558 3500077700 COLGATE STAND-UP GEL 5405.8 0.454348 3500078200 ~COLGATE ST UPTP-B S 5370.26 0.568085 3500073500 ~COLGATE ST UPTB-BS 5287.97 0.568085
5310032550 AQUA FRSH X/F # 5254.78 0.340244
3700000382 CREST KIDS TUBE 5225.71 0.493478
3500000604 COLGATE B.SODA-PASTE 5135.56 0.337805 3500078600 COLGATE B SODA TARTA 5065.3 0.611364 5310032450 AF STAND UP TUBE SEN 4910.53 0.469643
3500056747 ULTRA BRITE GEL STAN 4905.35 0.365
5310033200 AQUA FRESH TARTAR TU 4430.81 0.509302 3500050200 ~T/S COLGATE REGULAR 4340.81 0.552941 3500077900 COLGATE STAND-UP TAR 4234.1 0.454348 5310032900 ~AQUA FRESH BAKING S 3986.04 0.454348 3500000602 COLGATE BAKING SODA 3982.09 0.606818
76314100111 WHITE STEP WHITENING 3949.35 2.33
2260063531 ~PEARL DROPS BAK SOD 3903.74 1.625926 3500059500 *COLGATE TARTAR GEL 3753.76 0.454348 3320018165 ~A&H STAND-UP TUBE T 3734.46 0.558 5310032850 AQUA FRESH KIDS TUBE 3551.75 0.493478 3700000327 $ CREST NEAT SQZ GEL 3355.04 0.471667 3500052300 COLGATE JUNIOR TOOTH 3348.56 0.454348 5310032075 ~AF STAND UP TUBE EX 3334.78 0.461667 3320018211 T/S A&H TARTAR CONTR 3140.2 0.522222
3500058600 *CLGT GEL 2910.85 0.454348
3500077000 COLGATE BAKING SODA 2898.62 0.606818 5310000360 AQUA FRESH EXTRA FRE 2871.52 0.493478 3500078700 COLGATE B SODA T/C G 2617.2 0.611364 5310032050 AQUA FRESH EXTRA FRE 2397.74 0.476087 1851527241 TRIPLEX FLUOR W/BS & 2164.02 1.54 31158868000 TOPOL TOOTHPASTE SPE 2092.52 1.366667 3700072863 CREST TARTAR CNTRL B 2082.47 0.454348 3700072856 CREST TARTAR CNTRL B 2035.88 0.454348 30041037018 ~ORAL-B SENS W/FLORI 1640.19 0.858
3700000335 CREST GEL 1281.47 0.493478
30041037015 ~ORAL-B TP TTH & GUM 1181.76 0.57
1111364510 ~CLOSE UP STAND UP C 881.23 0.534
3700000346 *CREST MINT 698.86 0.493478
1111388040 ~CLOSE UP STAND UP B 413.68 0.534
3500052500 ~COLGATE JR T/P 397.69 0.357813
30041037010 T/S TOOTH & GUM TOOT 355.26 0.442857
Appendix D
Appendix E
28 Mt. Prospect 60054 1145-55 Mt Prospect Pz.
32 Park Ridge 60068 1900 S. Cumberland Ave.
33 Chicago 60657 3012 N. Broadway Ave.
40 Bridgeview 60455 8825 S. Harlem Ave.
44 Western Spring 60558 14 Garden Market St.
45 Wheeling 60090 550 W. Dundee Rd.
56 Countryside 60525 6704 Joliet Rd.
59 Crystal Lake 60014 6000 Northwest Hwy.
62 Northfield 60093 1822 Willow Rd.
64 Villa Park 60181 302 W. North Ave.
67 Oak Brook
Terrace 60521 17W675 Roosevelt Rd.
68 Chicago 60625 5233 N. Lincoln Ave.
70 Joliet 60435 2132 Jefferson St.
71 North Riverside 60546 7401 W 25th St.
72 Lincolnwood 60646 7225 N. Cicero Ave.
73 Chicago 60629 7050 S. Pulaski Rd.
74 Norridge 60634 7000 W. Forest Preserve
75 Chicago 60640 5235 N. Sheridan Rd.
76 Chicago 60618 3300 W. Belmont 77 Vernon Hills 60061 Hawthorne Village
Comns
78 Downers Grove 60516 7241 Lemont Rd.
80 Arlington Heights 60005 325 Palatine Rd.
81 Mt. Prospect 60056 1042 S. Elmhurst Rd.
83 Lansing 60438 17365 Torrence Ave.
84 Orland Park 60462 15080 S. La Grange Rd.
102 Merrionette Park 0655 3243 115th St.
103 Bolingbrook 60439 271 S. Bolingbrook Dr.
104 St. Charles 60174 2063 State Route 38 105 Melrose Park 60160 4200 W. Lake St.
106 Montgomery 60538 1840 Douglas Rd.
107 Westchester 60153 3020 S. Wolf Rd.
109 Bannockburn 60015 2503 Waukegan Rd.
110 East Dundee 60118 535 Dundee Ave.
111 Chicago 60620 122 W. 79th St.
112 Buffalo Grove 60090 1160 Lake Cook Rd.
113 Chicago 60646 6312 N. Nagle Ave.
114 Calumet City 60409 1968 Sibley Blvd.
115 Naperville 60540 1300 S. Naper Blvd.
116 Elmhurst 60126 535 W. St. Charles Rd.
119 Buffalo Grove 60090 45 E. Dundee Rd.
121 Willowbrook 60514 6300 S. Robert Kingery 122 Hoffman Estates 60194 2575 W. Golf Rd.
123 Chicago 60630 4014 W. Lawrence 124 Oak Park 60302 259 Lake St.
126 Wheaton 60187 Danada Square East 128 Chicago 60645 6623 N. Damen Ave.
129 Lake Zurich 60047 345 S. Rand Rd.
130 Chicago 60649 2101 E. 71st St.
131 Rolling Meadows 2801 Kirchoff Rd.
132 Matteson 60443 4233 W. 211th St.
133 Niles 60648 8900 Greenwood Ave 134 West Chicago RT.59/North Ave 136 Buffalo Grove 60089 450 Half Day Rd.
137 Evanston 60201 2748 Green Bay Rd.
139 Bloomingdale 60108 144 S. Gary Ave.