Now, Mark was getting nervous. The call waiting and voice mail weren't working, so he wouldn't know if the contractor with the big order had called or not. For 20 years, Mark had been selling toilet partitions and urinal screens without ever being nervous. Yet, here he was for the first time as nervous as heck. It was because this particular contractor had a lot of government contracts. If Mark could land this account, he'd have it made for years to come. Most orders were smal, for 1 or 2 stalls in a Burger King or something like that. And growing accounts to sell more washroom stalls in commercial bathrooms in this business was not the easiest thing to do.



Finally, the phone rang one last time. It was the contractor he'd been waiting for. They got to talking and Mark found out that the guy had more business than Mark had expected. On one side of town he was dong a mall, and on another side of town he was the guy in charge of building the new stadium! And all of this was just for starters. When they got to talking, Mark found out that the prices the guy was being charged for bathroom equipment amounted to price gouging. Mark realized he wouldn't have to continue selling at paper-thin margins; he could increase his prices and make a decent living, while still giving the customer great value.



After talking for about two hours, Mark had orders for more bathroom stall dividers than he had in stock. He'd be placing a big order and getting a quanitity price discount. He'd have the partitians shipped directly to the job site, along with all the urinals, toilets, and basins. The contractor accepted 30 days net, with FOB. Mark threw in all the splash plates for free as an added bonus. When the call was finished, he called his wife and told her about the order. He appologized for sounding rude earlier in the day. She said that it was ok, but he needed to show her that he loved her by giving her the night off from slaving over the stove by taking her out to eat, to which he quickly agreed.