Industry Professionals Confront Change
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Direct Challenge
One peccadillo that many are uncomfortable even mentioning is the fact that some manufacturers who pledge their allegiance to the independent supply chain do, in fact, participate in direct selling to end-users. "We make every attempt to locate a source that does not sell directly to the end-user," Smith said. "Many do, especially if they are taking a new product to market and it is not embraced by the independent distributor network. In that case, who can blame them after they have invested in research, development and roll-out efforts?"
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