Old-style co-op advertising is the "great cash giveaway," a multibillion-dollar problem. Co-marketing, a far more effective technique, links manufacturer and retailer in channeling branding messages to the end user. (The "Intel Inside" campaign is an example.)
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Shawn Clark is president and CEO of ACS TradeOne Marketing, which offers trade marketing consulting and administration services to more than 150 companies, including IBM and Sony.
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