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Customer consultation SUPPLIERS DISTRIBUTORS DISTRIBUTION CHANNELS 17% 1 13% 2 27% 19.3% Trade shows used frequently by us 8.9% In-house exhibitions used frequently by us 7.8% Roadshows used frequently by us 11% 18% 20.6% Sales reps used frequently by us 17.3% Printed catalogues used frequently by us 15.1% Online shop used frequently by us 25% not important ............................................. very important 3 4 5 © PSI 2016 Direct marketing used frequently by us 23.6% 20.9% 20.2% 8.6% 6.8% 14.3% SUPPLIERS DISTRIBUTORS 5.6% Sales reps, printed catalogues and online shops top the list of most important sales channels for distribution companies. Another important sales channel for suppliers is the trade show. SUPPLIERS PRESENT AT CUSTOMER TALKS Bringing the supplier to customer visits to act as a consultant is ... © PSI 2016 32% 1 15% 2 22% 3 19% 4 12% not important ............................................. very important No fewer than 25% of suppliers think it’s very important they be brought along to the industry customer to act as a consultant. 5 19

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