Dofasco introduces Galvalume Plus to reduce fingerprints on the sheet. A new nail gun will speed up the fastening o fsteel studsSteelmakers readily acknowledge that their sales and marketing efforts historically have been weak. Some are trying to change this by reorganizing their sales efforts to understand their customers better.In 1990, Dofasco changed from a product to a market focus to get closer to its customers. Salespeople no longer represented a particular product, such as galvanized sheet that might be consumed by a variety of customers; instead, they now sell whatever kinds of steel are required for a particular market, the market emphasis "tends to focus you externally," says Gil Campeau, the company's general manager for the construction and manufacturing industries. Dofasco also increased the number of representatives in the field to make it easier to determine its customers' changing needs.
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