Increase Value with Integrated Products
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Knowledge regarding the product is also key to selling these sorts of solutions. "Distributors need to arm themselves with samples, know what the different laminates are, where and how a particular product is being used and then try to match that to their customer's specific needs," said Wandling.
Yeager advised distributors to remember that peripheral business can often come along with an integrated item sale. "Basically, if a sales rep sells 5,000 brochures with integrated cards, then he or she may also get the 20,000-piece direct mail job for that same company," he said.
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