Picking partners

| July 24, 2001

“As costs get squeezed and the competition gets tougher,” Panza says, “the only way we can be successful and our customer can be successful is if we start narrowing the focus. The critical issue is making sure we put [the most appropriate products] in the hands of our customers. That’s an education process – education of the sales team and education of the customer.”

Pat Mauldin, sales manager and vice president at Tom Nehl Truck Co. in Jacksonville, Fla., is skeptical of any attempt to limit choices. “The only thing [limiting selection] is going to do is make some people buy products they don’t want,” he says. “In that respect, it’s a bad deal because no matter what anyone says, the customer is still the boss.”

- Jim Beach and Paul Hartley contributed to this article

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