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"Product size requirements must be exact, not approximated," added Crowell, "and artwork must be readable."
Rather than simply matching what is currently being used, Trebnick encouraged distributors to communicate with suppliers to ensure that the end-user receives the best possible solution. "What 99 out of 100 distributors do is mail in a sample to be matched. Duplication is not offering a solution—it's encouraging commoditization, and then no one makes any money," he said. Fully understanding the need and talking it over with manufacturers helps the distributor sell a better product.
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