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A Transformation: Buying vs. Selling

Where are you in the process?

August 25, 2005

Editor's note: As of the publication of this article, Ralph Nappi was the president of the American Machine Tool Distributors Association.

Over the past several years, there's been a slow and steady evolution in the way machines are bought - not sold - bought! Why do I say this? Simple: the Internet. Arguably the greatest invention of our time, it has allowed customers unprecedented access to information, and that reality has shifted our value proposition.

Analysts at Forrester Research believe that as many as half of today's B2B customers now shop for ...

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