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Such stories point to the need for distributors to be vigilant about their accounts so that they are not caught unaware by a switch from a high-margin product to a less profitable one. "You need to know where the markets are," Powers advised. "You're not going to go into a huge company and expect to sell multi-part forms; they're all laser and high-tech. But, for instance, automotive service stations still have dot matrix printers. The mom-and-pop businesses still go by the rule, 'If it ain't broke, don't fix it.'"
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