Martha Mason

How marketing with manufacturers can strengthen the sale. It might be sufficient to conduct thorough research, produce detailed proposals and drop off a few catalogs when selling solutions to clients. But if the expertise of manufacturers is not added into the mix, it may not be enough. When offering a complete solution sell these days, it is the teamwork between the distributor and manufacturer that can provide the extra power needed to win over large re-gional and national accounts—even ones that might have utilized directs in the past. This was just the case for Jim Constantin, product manager for Source4, Roanoke, Va., who competed

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