Writing off the Cheap Talk
Seven tips on rising above price wars with writing instruments
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"Distributors can win this war if they arm themselves with the knowledge of how quality pens are constructed and turn this knowledge into a competitive advantage," suggested Fleming. To do so, he strongly recommended going beyond the catalog page and talking with your supplier to learn as much as possible about the product. Fleming stated that there is a vast amount of qualitative information, like plastic strength or ink quality, that simply isn't printed due to space restrictions. There are plenty of details worth knowing about pen construction, but Fleming specifically singled out product safety and socially compliant manufacturing as areas to investigate.
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Michael Cornnell
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