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What IBSA looks for most in affiliates is a strong desire to work national contracts. “When an updated Novation listing showing thousands of members is handed out, we want distributors who [will] take that list and hit it hard—not those interested in simply maintaining the status quo. It sounds like an old cliché, but we want the hunters, not the farmers,” McKinney said. By hunters, he means progressive distributors interested in different ideas and growing their businesses through new solutions. “Products such as EMR and promotional marketing items will be a very large part of IBSA in the future,” stressed McKinney.
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Maggie Dewitt
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