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Then, of course, there are the major directs. According to Clabaugh, struggling major directs are offering product at pricing much lower than they used to in order to gain new accounts. "However, price cutting is a short-term solution to a long-term problem," he reasoned. The best way to combat this trend, in Clabaugh's opinion, is through impeccable customer service. "Particularly with roll products, distributors need to go after the business Moore/Wallace and Relizon already have," he continued. "With strong customer service, quality products and education, it can be done."
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- Companies:
- Specialized Printed Forms
- UnigraphicsUSA
- Places:
- Atlanta
- Caledonia, N.Y.
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