Industry Professionals Confront Change
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King agreed. "We do not view the major directs as serious competition, especially in the mid-sized accounts that we target," he said. "When we do compete against them, however, we find them to be easier to overcome than other distributors since they usually don't do a great job on service."
Said Dunlap, "The majors will always be tough to beat in large accounts, such as Frito-Lay or JCPenney's. But, they are not very big competitors in the middle market, which is more profitable and less traumatic if a company loses the account."
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