Large or small, distributors are always on the lookout for new sources of business-and are sometimes surprised wherernthey find them. When it comes to finding new business, nobody is "just looking." Prospecting. Canvassing. Exploring. There are a number of phrases for it. For distrib-utors, the new business radar is always on. If there is a proven method for successfully finding new, profitable sources of business, nobody is giving the answer away. But there are some approaches and concepts distributors might want to consider.
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