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Gray advised distributors in this industry to "divide and conquer" commercial print products. "They need to identify the products and services they can reliably sell and then identify the customers who demand those services," he said. "More often than not, the best place to start is with the existing customer base because there are probably departments within those accounts that are unaware of the distributors' capabilities."
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- Companies:
- AccuLink
- CRW Graphics
- Heidelberg
- Newtown
- People:
- Jim Corr
- Lindsay Gray
- Places:
- Greenville, N.C.
- Heidelberg
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