Cedar Knolls

Labels remain a dependable source of income for small distributorships. For the smaller distributor, labels have found their niche in providing a dependable—and often lucrative—source of income. "Labels have been a part of our product mix since the company's inception in 1983," said Michael Gordon, president of Commercial Business Forms, Cedar Knolls, N.J. "At that time, however, labels didn't play a significant role in the business because business forms dominated the market," he explained. "Now, about 25 percent of our business is centered on labels and tag materials that are adhesive-based." Veteran distributor Murray & Heister, Beltsville, Md., has been selling labels for

Ingenuity plus attention to detail helps distributors land lucrative accounts. When it comes to selling catalogs, brochures and booklets, the question isn't who buys them, the question is who doesn't buy them. Serving as vehicles that market and promote business and list or display information that is pertinent to a company's sales, these items are basic necessities among end-users in any market. As such, distributors can expect them to be fairly easy to sell. The difficulty, however, lies in the way distributors present solutions to end-users that require these products. "Distributors are well suited to go after business in this arena," said Mike

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