We bring the various manufacturers to our customers through the Technology Showcases 25 manufacturers to the communities we do business with so a customer can talk with them directly. A customer is a customer. How we distinguish is through our front line. We segment our Account Executives the same way we segment our customers. The high-volume frequent buyer has different needs.
Pricing is very sensitive because of the multiplying effect on the unit price.
In general, these people tend to have a lot of expertise internally that they don t need from us, and that they don t want to pay for. So, we differentiate it with the frontline people that we have, but behind it, everyone enjoys the same support that we have in place. One of our Account Executives will then spend time at your web site to have an understanding of your business. We ll ask for any publicly available information about the company and your customers. Additionally, a large percentage of my time is spent meeting customers at their facilities I want to know the person, walk the facility, and assess the business.