Paul Keith Tells It Like It Is
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In addition, IBSA is seeking referrals from distributor affiliates. "We have gotten a few referrals, but some affiliates are playing their cards pretty close to the vest," admitted Keith. "Naturally, they want to be sure that they would benefit from that customer's becoming a national account."
Keith commented that the ability of distributors to deliver solutions nationally is a dynamic that the industry has not experienced before. "Large accounts want to reduce the number of suppliers they use nationally," he continued. "The key differences between IBSA and the major directs is our ability to bring more products and services to market quicker and with better service and lower costs."
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- People:
- Paul Keith
- Places:
- Bowling Green, Kentucky
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