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Clabaugh stressed that distributors should use manufacturers more to their benefit by determining which suppliers specialize in particular products and then using those suppliers as their primary source. "There is strength in forming alliances," he observed.
Clabaugh also recommended focusing on sales of roll products. However, he noted that there is no financial benefit for distributors in converting existing customers from long-run continuous carton packs or cut-sheets to jumbo rolls. "That would just be trading dollars from one product to another."
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- Companies:
- Specialized Printed Forms
- UnigraphicsUSA
- Places:
- Atlanta
- Caledonia, N.Y.
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