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

May 10, 2012

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

But there’s a problem. ...

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