The Bigger, the Better
If you need quick cash flow to stay in business—and who doesn't?—skip the small retailers and go straight for companies that buy in bulk.
By Don Debelak •
Opinions expressed by Entrepreneur contributors are their own.
Let's say you design a new clothing product. Theconventional approach taken by many underfinanced inventors is tostart by selling to small, local customers. The goal is to slowlyand steadily build a market for their products. Problem is, thisapproach isn't likely to generate the kind of revenue yourbusiness needs to survive.
Here's a better approach: Go after the biggest customers youcan find. After all, it often requires the same amount of work toland a small sale as it does a big one. And the benefit is, whenyou do finally make a sale, it will generate revenue to grow yourbusiness. This was the approach taken by 33-year-old SharonThomas-Ray when she launched her Chicago business, Y-TieNeckwear.
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