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In order to overcome competitiveness, McClean said strong distributor relationships are essential. He added that the production community and manufacturers in commercial print who used to depend on their own salespeople, are now opening their production to independent distributors.
"What's also been happening is that sales reps are prone to find other opportunities for sales," said McClean. He noted that Global tends to find most commercial print business in mid-sized accounts, and stated, "Large commercial printers tend to be much more competitive and involved with long-run, multi-page complex commercial print jobs."
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