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Obviously we’re not entirely pre-internet, but we’re pre-internet in terms of people searching to find office supplies, so we could get a national account number and generally people were purchasing over the phone or fax using a national account number. We’ve worked with Office Depot really since day one and Office Depot is a good solid partner. And you’ve got to kind of figure that out ahead of time, but you want to get to that level where you’re going to get a better deal than most businesses could get that are small. You could give me great rebate on the back end, but we still need a really good deal to drive volume. I guess the next step is to get those charter members to start using the suppliers that you introduced them to. So, I went to a telemarketing company and talked to. She says, well, there’s really not a lot we can do. So, I convinced her that if she became a partner of ABN, as soon as they were sitting on their hands, they would have already been scripted, they have this list of businesses under 15 employees, they’d start picking up the phones and talking people into joining for free.… continue reading »


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