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This is a French version. This case is the last in a three-case series. The series describes the distribution, sales policy and negotiations involved in the marketing of consumer goods in France. The objectives of this series are to describe the retail environment for consumer goods in France and to assess the balance of power between manufacturers and retailers in distribution channels. They illustrate the problems created for manufacturers of high retail concentration and the application of negotiation skills. Analysis is made of the consequences of the relationship between the manufacturer and the distributor.