Go Big or Go Home
A successful relationship
between suppliers and distributors
will close the jumbo roll sale
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In Toscani's opinion, distributors need to offer a clear value equation to end-users. He asked, "What makes them unique? Is it innovative solutions, customer service, other attributes? They need to position these differences."
Rogge instructed distributors to deliver quality, availability and price. But he warned, "Believe it or not, as the old saying goes, 'if you can only have two of the three, price should be dead last.' If all you are doing for your customer is throwing a price at them, you will lose." 
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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