MeritDirect Event Panel Heading Back to the Future, Part 3

Nelson: We don’t compete against retail, but we do against field salespeople. The promotional products industry is $15 billion to $16 billion, and I’d guess that 85 percent of that is done through field sales. We feel field salespeople are having a tougher go at it. We’ve always swam upstream against the tide of those traditional field sales, and I understand that the direct marketing side of the business is holding up better.