Bob Saunders

The decision to target one, three or five verticals is personal. With multiple variables at play, there is a great deal of gray area. However, this much is certain: Distributors who venture into new markets unprepared risk not only their reputations, but, by extension, the reputations of those who know the niche...

Headquartered in Alpharetta, Ga., Wise recently added three people to its management team.

Close working relationships between distributors and manufacturers can improve sales for both. Selling solutions involves more than just finding the right form in a catalog. These days, it often requires teamwork, with the distributor involving experts in software, production equipment and technology—all from a manufacturing partner. But it doesn't have to stop there. Today, manufacturers also provide printed marketing collateral, product education, plant tours and joint sales calls to boost marketing efforts. For instance, Highland Computer Forms, Hillsboro, Ohio, offers sample packs and welcomes distributors and their customers on plant tours. "It provides an additional level of comfort if they see