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Trust becomes even more important when trying to help your distributors position themselves against the major directs.
“When a distributor introduces us to an end-user, they have to trust who they’re working with. ... It’s very easy for them to trust Datatel. I think it’s significantly harder for [end-users] to trust a large major direct. Putting something in writing for them solidifies the relationship. It’s a very quick process for us,” Simon commented. “Yes, we have to be low cost, but we [also] have to have the right distributors who go on and add value to the relationship, and we need to prove to the customer that we can do a good job.”
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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