More Than Skin Deep

In addition to its Farmington Hills headquarters, TNG has distribution centers in New Hudson, Mich., Kennesaw, Ga., and Santa Fe Springs, Calif. Sales reps work on the road in the state of Michigan, where the company houses several retail locations.

Atypical for a B-to-B, word-of-mouth is TNG’s best prospecting method, Gaynor says, nodding to the company’s 100 percent customer success policy. “We’re fanatics when it comes to listening to the customers,” he notes. “We do surveys, we ask them questions, we learn what they want and what they don’t want.”