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Selling Smart
Researching potential customers and asking the right questions to make sure their needs are met is something distributors often overlook, according to Kay. "I find that in our industry people don't do enough research about their customers," she observed.
Kay recalled a situation where a client wanted 1,000 small "No. 1" tie-back tags. This particular job, she explained to the customer, was better-suited for a digital press, eliminating the extra time and fees associated with setting up a tag press.
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Brendan Menapace
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Brendan Menapace is the content director for Promo+Promo Marketing.
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