Danger Ahead?
Though increasing in frequency, the threat of direct sales might be less than expected.
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Distributors’ ability to focus tightly on customer service, as well as handle creatively complex orders, is another strength that adds to their value in the supply chain. “I believe buyers stand with their previous supply chain because they are having their needs met,” said Scott. “I also believe the more complex the account and its needs are, the more it’s in the favor of a distributor. In those cases, clients see the value of not doing the entire process on their own but hiring a professional to provide consulting to them.”
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Michael Cornnell
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