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On the other hand, manufacturers and distributors in the independent channel seem to be finding renewed strength. "Specialized Printed Forms recently joined UnigraphicsUSA, which is aggressively competing against the directs through the distributor channel," offered McAleavey.
Words to the Wise
"Successful distributors have solid working knowledge of customers' business processes and can anticipate problems and suggest opportunities for streamlining," said McAleavey. "They also effectively communicate this information to the right supplier. All of the successful distributors I know are fully aware of my capabilities, as well as those of my competitors."
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- Companies:
- Specialized Printed Forms
- UnigraphicsUSA
- Places:
- Atlanta
- Caledonia, N.Y.
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