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But getting and retaining large insurance company business isn't always easy, said Dorsen
"Big companies often feel that they have to do business with big companies," said Dorsen. "It can be a challenge to convince them that a mid-size distributor can fulfill their needs."
He described a job for which his company competed against Reynolds & Reynolds. "The client decided to go with them. Six months later, the customer came back to us." Why? "Service," said Dorsen. "Our service distinguishes us more than anything else. We have literally had calls from customers at 9 p.m. on Christmas night and we've opened up our warehouse and taken the forms to them. You're not going to find the big guys doing that."
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