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By using this process, Kegowicz said that distributors can determine where to spend time and with which customers to exert more effort.
Business Smarts
Enhancing one's business knowledge is another of Kegowicz's recommendations. This can be done through educational tools, such as courses offered through DMIA and the American Management Association. For small- to mid-size distributors, Kegowicz suggested attending laymen's financial courses. "One of the weaknesses of many small- and medium-size distributors is their lack of thorough understanding of a business operations' financial implications," he said. Courses like these, which are specifically offered for non-accounting professionals, are typically held at local colleges and universities.
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