It's All In The Delivery

"We try to offer as broad a selection as we can locally," says Joe Ranson, vice president of marketing for printing and imaging papers.

Unisource has 140 stocking locations and 11 customer service centers. Each of these "mega customer service centers," as Ranson calls them, employs about 100 salespeople, increasing Unisource's responsiveness. Consolidating its salespeople at these 11 locations also lets Unisource provide better training and ensure that its salespeople are familiar with its product line.