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A distributor can capitalize on a competitor’s failure to deal with problems well. “The hardest thing is when you know you can do better,” stated Sanders. Even so, a buyer may be reluctant to make a change.
Here, Sanders noted, a commercial print distributor must build a relationship with a client. “Convince them to make a switch from what they’re currently doing,” she said. And, distributors should remind potential clients that their company is as invested in the work as they are. “Your product is your bread and butter, but it’s also ours,” Sanders noted.
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Laurence Liss
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