Industry Professionals Confront Change
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King also said that he would avoid manufacturers who sell direct. "With the exception of commercial printing, this has not been much of a problem for us. But, in our area, there are far too few commercial print manufacturers who only sell through distributors."
Although Sanders and Dunlap are well aware of the practice, like King, they report that manufacturers selling direct doesn't have a huge impact on their businesses. Still, it isn't appreciated. "Manufacturers would be better served by strategically allying with distributors to get out of the sales and marketing arena. Mixed signals are rarely a winning formula for success and profitability," advised Sanders.
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