Industry Professionals Confront Change
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According to Shanley, all manufacturers sell direct in one way or another. "Some are just more open about it than others," he said. "I don't think it matters if a company sells direct. As a distributor, if you don't trust a manufacturer to stay out of your accounts, then don't use it. If I trust a supplier to not back door my accounts, I have no reason to be concerned that he happens to pay an in-house sales person to sell the same types of products I sell."
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