B-to-B Goes 'Plug and Play'

Deciding which products to place and what size layout to produce for a customer or prospect is a collaborative effort that involves input from the customer, as well as the sales rep or distributor. As McCord explains, "They may say, 'We want to add a page of receptacles to our next book,' or 'We'd like to try a module or a page to start.' We'll work with that."