It seems some that things never change until you wake up one day and ask, “How did that hap-pen?!”
Old school sales techniques tie manufacturers’ hands when it comes to trying to reach the op-erator with a new product message. Unless brand owners take an active hand in reaching oper-ators, operators will rely only on what they’ve known as the process. This largely involves the broker and/or a primary distributor, who informs the operator of what is new and relevant in the marketplace.