Gain Strength
In addition to acquiring new business promised through the new GPO contract, distributors can seek out means through which to build stronger relationships in the health-care market. TFP Data Systems, Oxnard, Calif., has begun to do so by offering alternative products that are bound to appeal to an end-user's environmentally friendly side. The company now manufactures forms and envelopes from recycled paper. "These products are printed on paper that contains 30 percent post-consumer fiber," said Jim Magdaleno, account manager for TFP. "We are the only manufacturer to do this. Since we offer our products on recycled paper, our customers have an opportunity to express environmental choices, as well as differentiate themselves in the marketplace."