Industry Professionals Confront Change
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Partnerships for Value-Added Service
The independent supply channel has long prided itself on the quality, service and overall pricing it offers. Strong partnerships between suppliers and distributors that include product education, and solid relationships between distributors and their customers—where business needs are fully explored and understood—are foundations for success. "I've noticed that we have many more forms companies' representatives calling than we used to," said Grayson. "We try to form relationships with companies that will help us out during a jam—maybe even move an order up when we need it—and that provide the best overall products and service."
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