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

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GREAT 101 IDEA: Sell through a Dealer Network

We are used to buying tires, cars, and computers through authorized dealers. Other businesses may benefit from a similar sales model.

David Usher founded Greenwich Workshop in 1972. Usher, who died in a kayaking accident in 1997, believed direct distribution was the best way to sell high-end prints. He traveled around the United States, establishing close relationships with the owners of galleries and framing shops. His son, Scott Usher, is now running the company.

Scott Usher told me that one secret of the company's success is treating every dealer like part of the family. Howard Terpning, James Christensen, Bonnie Marris, Z. S. Liang, and Steve Hanks are some of the top artists whose paintings are ...

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