Whoo is our customer and how do we gain mar-Mi ket share? This is a question frequently asked by manufacturers. Are we selling to distributors or users? Who is the most important part of this chain? With today's fast-paced work environment we often overlook who the customer really is. Many manufacturers develop programs that often stop at the distributor's doors. Terms of sale, co-op, and freight terms are all important components to a successful relationship, but equally important is the user and the teamwork that has to be developed to pull the product through distribution to the ultimate customer.
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