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Joe Street, regional sales manager, Ward/Kraft, Fort Scott, Kan., offered that a distributor should keep in mind that if it's a marketing piece, it ought to be compared to other marketing pieces. "If you try to sell a promotional card the same way you sell an invoice, check or statement, you're going to find it difficult," he explained. "But if you look at it as a marketing tool, you should be comparing it to four-color process flyers, for example."
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