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Success shortcut: Sell what the other guys don't

from By Fred Berns

All too many green industry professionals play the same game of selling. They focus exclusively on selling more perennials and plugs, or more mowing and maintenance, figuring that strategy alone will help them substantially grow their profits. The problem is that virtually all of their competitors — including the biggest of the big-box chain stores and franchise companies — have the same idea in mind. Simply pedaling more stuff and more services may be one way to attract more revenue. But at a time when competition is so fierce, it's not the best way. more

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