September 24, 2018

Print is not as universal as it once was (though it’s still very relevant for some customers), and even in-person sales rep visits, long considered the gold standard of customer-relationship building in distribution, are declining in popularity in today’s efficiency-driven market. In fact, 20 percent of customers we surveyed said they want a sales rep to visit no more than once a year, and a surprising 15 percent don’t want any visit, ever.