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The way Lynn M. Rogge sees it, operating on price alone is the worst blunder a distributor can make. And with 50 years in the game, it's a safe bet that he knows a thing or two.
"If you get an order by price, there's a good chance you're going to lose it by price somewhere along the line," said Rogge, vice president distributor sales of Austell, Georgia-based PRINTSouth. "RFQs (requests for quotes) are the worst thing that could ever happen to a salesperson."
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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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