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Scarselletta agreed that the sales cycle is "not a short-term process," but noted an advantage for local distributors. "Community banks like to keep business within the community and with those who bank with them."
The old image of banks as staid and unchanging institutions has been shattered, and distributors must be nimble to keep up. "The product, the industry and the way banks present themselves is not that [stuffy stereotype] anymore," Puntney said. "It's an interesting industry."
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