Sheboygan, Wis.

Though the market is a tough nut to crack, it's well worth the trouble. Spurred on by the rapid growth of community banks, credit unions and savings and loans companies, many distributors have recently redoubled their efforts to pick up accounts in the lucrative financial market—and they've been well rewarded. The question is, how did they do it? "Distributors need a lot of patience to get an account with a financial institution," said Randall Hake, president and CEO, Diamond Business Graphics, Sheboygan, Wis. "It boils down to making sure the account executives soliciting these banks have the internal fortitude to keep after

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