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Can I Take Your Orders?

You have no assets. You have no receivables. How do you get financing? Make purchase orders your entry-level collateral.

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This story appears in the August 2002 issue of Entrepreneur. Subscribe »

For modular office furniture manufacturer Design Resource Group International Inc., timing was everything. Though its niche was small office installations, the Pine Brook, New Jersey, producer wanted to bid on larger projects when the right opportunity presented itself.

Larger competitors, however, had an advantage. Deep pockets allowed them to offer customers flexible financing terms, while Design Resource Group used deposits to fund orders for the three- to four-month period it took to get paid. Meanwhile, some potential clients, particularly government agencies, rarely made down payments.

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