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"We started with a very large account and that gave us the ability to handle other large accounts," said Grayson, "but it can take years to learn how direct mail works, and to get enough customers to make it worthwhile. It's tough for small distributors."
Grayson pointed out that the best way to achieve diversity is to penetrate accounts entirely. "If I go into a customer's office and I see that there are five different products from five different vendors, I know somebody's not doing his or her job," he said.
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