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Directs, however, don't have such flexibility. In fact, any job that is forced outside of a direct manufacturer's network results in a penalty to the salesperson.
Tony Kegowicz, corporate vice president, The Graphics Solutions Group, Glenview, Ill., (a division of North American Corporation of Illinois) knows all too well that major manufacturers are bound by a bureaucratic mindset. Having worked for a large manufacturer for 20 years, he can explain the directs' basic motivation.
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