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When it comes to creative ways to feed clients' fancies, Robinson suggested that distributors create a mini trade show of items. "Distributors should ask their suppliers what their top-selling summer products are and put together a sample kit featuring a mix of the top five items from their top suppliers," he explained. "The distributor can then add a few items that the particular customer may have requested. The customer may very well choose an item from the standard favorites instead of what he or she previously had in mind."
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