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Offering advice, he added, "Look for a total value proposition when selling to clients. The selling environment is easier if you look for areas where your client has a need."
McClean believes forms sales will decline in general over time. However, he predicted that independent distributors should not be overtly affected, since they tend to diversify their offerings, unlike the major directs. "Companies like Moore, which have depended almost solely on forms production, have suffered greatly," he said.
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