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How To: Find Distributors

These middlemen can get your product on store shelves. Here's how.

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This story appears in the July 1998 issue of Business Start-Ups magazine.

When Ronn King started his own company to make a new type of paint mixer, the toughest part wasn't coming up with the idea--or even figuring out how to manufacture it. The toughest part was persuading retailers to stock it.

Most national retail chains would rather buy a hundred products from one supplier than one product each from a hundred different suppliers. So small manufacturers have a tough time breaking into the game, says King, 47, co-founder of Site-b in Spokane, Washington.

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