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Learning the Ropes
Manufacturers emphasized that, for direct mail, distributors will be talking to upper management in sales and marketing rather than someone in purchasing, thus developing deeper, more profitable relationships. "If you help customers increase sales, that means more purchase orders, invoices, payroll, etc. Customers won't want to move that business because you've helped them make money," Buck said.
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- Companies:
- FormStore
- Ward/Kraft
- People:
- Lindsay Gray
- Paul Edwards
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