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DMIA Introduces How to Sell Through Print Brokers and Distributors

Monday, July 10, 2006

Press release from the issuing company

Alexandria, Virginia -- Document Management Industries Association (DMIA) recently released How to Sell Through Print Brokers and Distributors, a toolkit that provides a comprehensive reference for companies wanting to learn how to partner with a broker (or distributor). It can also be used by companies that already use brokers, but want to optimize the relationships. The step-by-step guide shows a printer how to make more money without adding more sales reps. Some of the advantages of partnering with a broker include: - Expansion of the printer's local customer base through the brokers national customer base; - Decreasing or eliminating sales function expenses by supplementing the printer's staff with the broker's nationally-based staff; Streamlining operations, reducing costs, and staying in-step with the latest technology by utilizing the distributor's consulting know-how, gained from manufacturing experience and dealing with companies of diverse size, products, and capabilities; and Increasing sales via the broker's ability to provide “value added” services to the end-user including database management, digital printing, or mailing services. Pertinent topics covered are: - The significance of printer confidentiality and how it is preserved; - Drafting partnering agreements that reflect the printer's best interests as well as broker expectations, by taking into account risk allocation, profit distribution, and competition issues; - Maintaining open communication with the broker at important stages of the relationship including acknowledgement, scheduling, and shipping, in addition to periodic review of agreement specifications; and Maximizing profitability by assessing how you conduct business with the end-user by examining expense calculations as well as estimates of price and turn-around time. For more information about DMIA, please visit DMIA's website at: http://www.dmia.org




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