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"Distributors add value and services that go beyond order transmission," opined Sanabria. "The idea is not to change the dynamics of customer/distributor relationships, but to remove the administrative nightmares so they can get out there and help customers grow."
For distributors, however, there is still a great deal of confusion, noted Osborne. "Distributors need to look carefully at hard and soft dollar costs—getting up and running, training staff, etc.—before investing."
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