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February 2004
The Write Stuff Part II
How to Get More Attention From Distributor Sales Reps
by Stan Hock
Editor's Note: The first article (January 2004) in this series on communicating effectively to media, trade and consumer audiences focused on writing for the media. This article zeroes in on communicating to the trade.Getting Through to DistributorsAs every wine supplier knows, consolidation among wholesalers has made it difficult for wineries, regardless of their size or prominence, to get the attention they deserve from their distributors. With dozens, or even hundreds, of brands to sell, dist...
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