Shaped Up, Shipped Out

One-upping Locals

And to get a leg up on local distributors and national competitors, J&L has, over the past five years, focused on improving its product selection and availability — both typical traits of national distributors — and emphasized expert technical support. Personable, responsive tech support typically is better handled by local distributors. But J&L has thrived on one-upping the locals in this regard. And its sales gains have come from getting more business from existing customers.