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Continuous Consulting
Miller's advice to distributors? "Don't look away from continuous." Because it's such a traditional product, distributors tend to overlook it and just ask to bid on existing orders, forcing margins down, he said.
"You need to be willing to consult on it the same as with direct mail or any other product," Miller said. By helping the end-user to run better and smarter with the right continuous product, distributors will build both sales and loyalty. "Continuous is not a dazzling product, but some things are very positive," he said.
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