Testimony of Healing May 21, 1984 ISSUE

One day a director of one of our business's largest and oldest...

C. WILLIAM SHERMAN

One day a director of one of our business's largest and oldest accounts called me into his office and outlined a new buying policy that his company had adopted. The new method would limit to three the number of suppliers his company would use; ours was not one of the three to be included. And he added that there was no way that the procedure would or could be changed.

At our company's late Friday afternoon directors' meeting that week, it was estimated that the loss of this account represented a third of our sales volume and would necessitate a corresponding cut in staff. As the company president, I was asked to come up with a plan of procedure by Monday morning.

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