Hey corrugated manufacturers - Get out of your box and into the "cloud"!
The days of the "regional" box manufacturer are over. Old school sales methodologies are going the way of the horse whip; no solicitation, no receptionist, purchasing done at the corporate office, appointments only, hiding behind voice mail. "But wait, they buy boxes, I can see them on the loading docks". If you think your manufacturing facility is going to serve a radius of one to 150 miles, or a town, or one specific customer because of your equipment your doomed. If you believe a buyer won't change supplier because your a good guy, just wait. Competitors are shipping hundreds of miles into your backyard and you have no idea its happening. Those competitors are quoting your accounts right now.
The new buyer is online and building an e-RFx, RA, or a list of qualified bidders right now.
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