B-to-B Goes 'Plug and Play'

That's why it's so important to United to get its products represented correctly to potential buyers — both by an educated outside sales force and on the pages of any catalogs that prospects see.

Friedman lauds United for its deep understanding of powder coating, liner types, bags — all the options in waste receptacles. Lake Bluff, Ill.-based RTF Group sells United products in the three-state market of Illinois, Wisconsin and Indiana. "We focus on the facilities maintenance market, which is vast and far-reaching," says Friedman.