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Additional Resources

• Optimizing Distributor Profitability: Best Practices to a Stronger Bottom Line

  F. Barry Lawrence, Ph.D., Senthil Gunasekaran, Pradip Krishnadevarajan

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• Sharpening Your Competitive Edge: How to Strengthen Your Distribution Sales Team for Top Results

  Jim Pancero

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• Build, Fix, or Terminate: The Distributor’s Guide to More Profitable Supplier Relations

  Jim Narus and Bob Donath

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