Adding to Fulton's suggestions, Dennis said that the key to successful selling is education. "Distributors have to identify what customers are doing and how they're doing it. They should ask customers if they need labels to accomplish their goals," he said.
Dennis also noted that distributors tend to retreat when they are not familiar with a product or service. As a result, Label Art hosts a number of educational sessions for distributors. "When distributors don't feel comfortable with a product or with the needs of their customers, they tend to shy away from selling a particular item. Our six regional managers hold sales seminars to help educate distributors on how to ask the right questions," he explained. "Education is key—that's why we put great stock in the work of our regional sales managers," Dennis added.