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"We're seeing more team sales as relationships change because distributors are getting larger and want to single-source," Buck said. Ward/Kraft's near-constant stream of visiting distributors
is only the first level of the manufacturer's educational outreach.
"We get asked quite often to have a technical expert on call," Buck said. For instance, pressure-seal products are a hot item for many distributors, who need help marketing the product, solution and equipment.
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