Industry Professionals Confront Change
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Karch observed that the majors are facing their own unique challenges right now. "The major directs are very focused on their infrastructures as a result of acquisitions. It is easy to lose sight of the core business and customers while trying to assimilate various cultures and organizational issues," he explained. "We don't feel that the majors are impacting the small to medium-sized manufacturer that's committed to the independent distributor and smaller customers. Certainly, the larger national distributors are taking advantage of the opportunities to compete against the directs for national contracts."
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