B-to-B Goes 'Plug and Play'

If the cataloger seems interested in the idea, a United sales or marketing rep conducts a full line review of what the cataloger might want to add and where it could maximize revenue.

Distributors: Armed and Ready to Sell

Selling waste receptacles is big business, requiring the help of wholesalers, distributors and sales agents. "[Selling trash cans] may sound mundane and unimportant," admits Dick Friedman, president of RTF Group, a contracted sales agent for United. "But say you're in charge of choosing new receptacles for a major operation — a university, a hospital, a huge facility like a major amusement park or a corporation like United Airlines. You don't want to choose the wrong type of receptacles and make a half-million-dollar mistake for your company."