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Country Spotlight the Netherlands SUPPLIERS DISTRIBUTORS DISTRIBUTION CHANNELS o�en use o�en use o�en use o�en use o�en use o�en use o�en use 22.4% 16.9% 16.4% 18.3% 8.7% 7.3% 10% Sales reps Online shop Printed catalogue Trade fairs Company exhibitions Roadshows Direct marketing (call centre, ...) 34.4% 20.1% o�en use 18.4% 8.2% o�en use 5.3% 4.5% o�en use o�en use o�en use o�en use Dutch suppliers and distributors alike most often deploy a sales force to sell their products. The same finding characterises companies across Europe. Other popular distribution channels include online shops and printed catalogues. One finding stands out: only 9% of Dutch distributors use direct marketing to generate sales, whereas 14% of companies in the rest of Europe use it as a marketing tool. SUPPLIERS DISTRIBUTORS 7

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