By
John Carr
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According to Leighton, "For most distributors, differentiation is the key. If they can offer a customer something that they need or will help grow their business and create value, the customer will want to continue the relationship with them."
Toepfer recommended distributors make an effort "to really understand the reasons clients need print or the sales promotional products." He listed several questions distributors should ask themselves, such as "What is more important, keeping the unit cost down or keeping the total spend down?" and "Is maintaining the image and brand of the end-user being honored?"
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- Companies:
- 4over, Inc.
John Carr
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