Industry Professionals Confront Change
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Swan commented that most manufacturers who sell direct to end-users handle it appropriately. "They only have a few house accounts that, because of volume, don't want to deal with a middle man," he explained. "And, end-users' loyalty to local distributors who can be at their doorstep if needed and who offer a stable relationship is much greater than one would imagine. Sure, they may be playing one distributor against another in the neighborhood, but they still keep it in the neighborhood."
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