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In addition, directs have the added pressure of answering to stock holders. This causes them to be more focused on revenues and less on client customization—a key solution customers are demanding.
As a result, said Tabor, independents have an opportunity to win accounts from directs. Currently, Data Supplies manufactures about 20 percent of what they sell. The remaining 80 percent is doled out to other independent manufacturers which makes it easier to accommodate clients' special requests.
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