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Grocery suppliers to the Defense Commissary Agency (DeCa) are reportedly irate with the DeCa’s product buyers, who are said to be confronting them with scripts produced by retail experts at Boston Consulting Group. The scripts enable the buyers to highlight pricing and performance gaps, and prove to them that they are supplying other outlets at a lower price, in order to get their own better deals. Critics have called it a form of extortion, but William E. Sherman, general counsel of DeCA said: “While the recent implementation of sharper negotiating tactics may be off-putting to some of our business partners it certainly doesn’t amount to illegality.”

Defense commissary agency

Source : http://japan.stripes.com

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