Professional Offices Mean Healthy Profits
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Be an Octopus
Tom Tabor, vice president and director of marketing for DSI, Duluth, Ga., said that the best way to do business with medical clinics is what he calls "the octopus approach." Distributors should become more than just providers of printed products, Tabor said. "You've got to wrap your tentacles around them with a lot of different things. When you're able to add filing systems, office consumables, promotional products and cabinets of medical supplies, then it's harder for them to leave you."
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