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PM: Are there any key points a distributor should present when trying to land the account, such as branding issues, product choices or marketing perspectives?
KW: This is a critical element and key decision process for the retailer. Specifically, it's important for the distributor to address three key elements. The first is a key understanding of the retailer's business, its products, customers and positioning. Second, the distributor needs to present their value proposition by accentuating their expertise, creativity and project management abilities. Finally, the distributor needs to build confidence with the retailer in their ability to deliver through their financial strength and partnerships with key suppliers.
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- Companies:
- Galaxy Balloons
- Showdown Displays
E
Nichole Stella
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Nichole Stella is group president/publishing director of Promo Marketing Media Group, which consists of Print+Promo, Promo Marketing and NonProfitPro.
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