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Oh, I know all about those "little guys"... I been doing business with them for the last 20 years. They have sent three kids all the way through college. They are the "lost" accounts I refer to.
The "only" small accounts I ever lost, were from going out of business. I have never lost to another hardware supplier, even back when there "were" other hardware suppliers.
well - the one customer i'm thinking of makes a hdw purchase every 5 years or so, and so far I can count about $400-500k in purchases over 20 years. Multiply that by the tens of thousands of small companies who buy occasionally.
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