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30 2/2016 Industry Barometer EUROPE Distribution channels SUPPLIERS DISTRIBUTORS DISTRIBUTION CHANNELS FOR COMPARISON 1/2016 issue 18.7% Sales reps used frequently by us 14.1% 8% Online marketing used frequently by us 16.7% Printed catalogues used frequently by us 20.1% Trade shows used frequently by us 9.7% Online shop used frequently by us Direct marketing used frequently by us 6.4% In-house exhibitions used frequently by us 6.4% Roadshows used frequently by us 11% 2/2016 © PSI 2016 1/2016 20.6% Sales reps used frequently by us © PSI 2016 17.3% Printed catalogues used frequently by us 15.1% Online shop used frequently by us 19.3% Trade shows used frequently by us Direct marketing used frequently by us 8.9% In-house exhibitions used frequently by us 7.8% Roadshows used frequently by us 25.2% 18.6% 16.1% 11.5% SUPPLIERS DISTRIBUTORS 7.3% 13.1% 4.6% 3.7% 23.6% 20.9% 20.2% 8.6% 14.3% 6.8% 5.6% The top distribution channels listed by suppliers are trade shows with 20.1% and sales reps with 18.7%. Among distributors, sales reps still rank first, defending their 2015 spot.

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