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There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. But a shift in how these customers are served can result in a significant improvement to the bottom line. This special report examines ways distributors can overcome the challenges of selling to smaller customers to make these accounts a profitable part of their business.
Articles included in this special report:
- Making Money with Small Customers
- Cost-Effective Channel Alignment
- Balancing Margin & Cost
- Defeating the Profit Drag
Click on the link below to download this special report in PDF format.