Shop Around
Print buyers want the most for their money—can you offer the best bargain?
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Finally, flexibility is key—especially when a distributor must satisfy the purchasing needs of old-fashioned buyers who are set in their ways, yet simultaneously appeal to the new blood of the industry.
"We can provide for the needs of the traditional buyers in a status quo environment while ensuring that we have all the newest technology and products. If you do not provide both, the competition will," said Ayres. "In presentations and sales calls, always protect the status quo while showing the new and the creative. The choice remains that of the customer. They drive business."
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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