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Interestingly, all three reported a reluctance to seek outside assistance, the general consensus being that advertising and marketing firms cannot fully comprehend the unique role distributors play in the marketplace.
Tenacity with Finesse
For David Donnelly, president of Suncoast Forms & Systems, Sarasota, Fla., the most effective marketing strategy is talking to prospects in person or over the phone. "We look in the local newspapers and trade magazines to find businesses that are just opening up or relocating," he said. "The objective is to find out who the main contact is and try to set an appointment."
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