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Wayne Martin, director of vendor relations, American Business Forms, Glennwood, Minn., noted, "We've invested $3 million to $4 million per year for the past couple of years to develop new internal technologies like sourcing programs and databases."
These internal technologies are the tools that help sales reps stay cognizant of the promotional products and suppliers available to them. Other resources include trade shows, conferences and seminars, while some distributorships enlist procurement teams to notify reps of new products or vendors.
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- Merrill Corporation
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