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While it is true that selling points are different when talking to someone buying promotional products versus commercial printing or wearables, Valent urges distributors to come across, overall, as solutions providers.
One example of a successful marketing campaign, said Valent, was when ProForma suggested a client use a patented Z-card brochure for an upcoming trade show. "The client expected 7,500 visitors to attend the show, so we provided a business card-sized brochure that opened like a map," she explained. "Inside was a floor plan and Web site promotion. It was exactly what the client was looking for and, since we could then use it as an example of a solution we provided, it served as a nice marketing tool for ourselves."
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