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March 25, 2004
Grainger 2003: Benchmark Stays Flat
Company recalibrates to get closer to customers
By Thomas P. Gale
Here are the highlights of Grainger’s 2003 financials, as presented in their annual report, filed Mar. 10, plus a look at their growth driver: a new customer coverage model. The goal: more face time and intimacy plus a larger footprint with bigger branches in key markets. The tactic: Increase salesforce by one-third and segment key growth accounts.
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