Large competitors like to send business they don’t want to someone they can trust usually because they have size limitations. Get to those people by contacting their sales people and the principals of the business such as Canteen or ARA. Find competitors that might not want to work in the areas that you do. I would get accounts with multiple locations around the city and I couldn’t service them all because they were too far away to make it profitable. But if I had a local guy over there that I trusted, he would get the business and we would work as a team, it was an easy way to dominate a few industries.
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