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How To Create Spend

Defending your top line when markets shrink

February 10, 2005

As U.S. markets tighten, particularly manufacturing accounts, distributors have to create spend out of operating budgets to grow sales. This means the account allocates additional operating budget dollars to purchase your business' products and services that were not originally planned. Here's how to use customer work orders to make this different sales approach work.

U.S. markets are poised for another round of consolidation. In manufacturing, the total number of accounts in North America continues to shrink, as capital spending is diverted overseas where greater returns can be achieved; the trend shows no sign of slowing. And even though many customers have increased spending levels for MRO items in the past year, many distributors don't expect to see total spend levels ...

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