From Salvage to Space
How Edmund Industrial Optics found its focus
The Move to B-to-B
Soon after introducing the Astroscan, Robert Edmund realized he was unable to get enough telescope mirrors to satisfy production demands, so he began manufacturing them. Word got around, and the company began receiving highly profitable orders for mirrors from various industries equally starved for the product.
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Denny Hatch is the author of six books on marketing and four novels, and is a direct marketing writer, designer and consultant. His latest book is “Write Everything Right!” Visit him at dennyhatch.com.
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