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Commentary - Get Past Price: Learn & Capitalize On What Really Matters to Customers

May 10, 2012
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We often hear distributors complain that no matter how many times they communicate to customers that they are the better partner, lowering costs and improving productivity for the end-user, the selling decision always comes down to price. These claims have grown louder in the wake of Amazon’s launch of its online industrial platform AmazonSupply.com.

But there’s a problem. ...

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