Today everyone in the distribution or service industry is looking to grow their business. We all know it is much more costly in terms of human resources, time and money to pioneer new customers than it is to sell more to existing customers, thereby leveraging the business relationships we already have. Regardless of what product or service we are providing, we have already demonstrated to our existing customer a “value” that has bought us an opportunity to present to them new items and new business solutions. Emphasis on “value.” We have provided our customer with the best solution for their ...