Profits Reid

Educate customers about value-added features for profit-boosting results. One product that distributors know will be in constant de-mand from customers is checks. Although there may be fluctuations in the type of check products (continuous vs. laser, for instance), the product itself is still a necessity, say manufacturers. "Checks are growing every year," said Sandy Horner, president of Diversiform Software Compatible Checks, Alexandria, Va. Despite the economy's ups and downs, businesses still need to pay employees and suppliers, she said. "The dollar amount on the checks might change, but they still need the checks." Product niches within the category reflect customers' desire for

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