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201 GREAT IDEAS for Your SMALL BUSINESS, Third Edition by Jane Applegate

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GREAT 89 IDEA: Partner with a Big Company for Distribution

Doing a deal with a giant corporation is thrilling, intimidating, and scary. But the opportunities are out there. Big companies of all kinds are hungry for the nimble thinking and new products created by entrepreneurs.

The first challenge is making contact with someone at the big company who is interested in what you have to offer. Sometimes this takes weeks, but once in a while the big company finds you.

In the late 1990s, Santa Monica-based Roundhouse Products, which designed patented CD storage systems, signed a lucrative licensing and design agreement with office products giant Avery Dennison. (In 2000, Roundhouse was acquired by Targus.)

“When Avery came to us, we had a good, strong ...

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