Safely Ahead of the Game
Unique prospecting methods, employee empowerment and a key acquisition have fueled Northern Safety’s speedy growth
Sexton suggests that the complementary sales channels are the most important component to the acquisition. The most common objection to ordering via catalog is that customers deal with their local vendors, Sexton says. Safeco’s outside sales force gives Northern Safety a leg up on its catalog competitors by enabling the company to be both a catalog vendor and a local vendor.
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