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Another strategy that McAleavey shared involved getting product specs changed to include a manufacturers' unique capabilities. For example, a distributor can suggest design enhancements—without affecting cost—that are enabled by a particular production capability and have it factored into the specs. "This really locks you in because you will be the only one bidding on it," he said. "We do this frequently with regard to the OPAS system, and sometimes even run free samples. The key is to offer a better product at approximately the same cost."
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