Dealers--More Than Middle Men
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Some argue that when dealers' offerings of products shifted from consumables to include high-tech equipment and software, so did the needs of the customer and the complexity of the dealers' responsibilities. Robert L. FitzPatrick, a strategic planning facilitator, consultant, publisher and trade association advisor who specializes in marketing through independent distributors, is one of them. Since 1981, FitzPatrick has continuously published The Eagle, an independent journal that reports and analyzes distribution trends in the digital imaging field.
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