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Distributors will be particularly important to selling to the customer base that currently uses adhesives, since 62% of these companies purchase instant adhesives through distributors.
However, we will not be solely reliant on distributors to sell the Bond-a-Matic, because as a part of our market development approach we will be directly selling to end-users, in which case we can deliver sold product to converts on our own, at least initially.
Sales Force
We will need a larger personal sales force to sell to both distributors and to sell directly to customers. The majority of our sales force will initially be focused on selling directly to these end-users...
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