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You wouldn't think of going to a job interview unprepared--you'd never get called back. Yet many eBiz owners approach wholesalers and manufacturers without any preparation at all. You need to realize it costs a manufacturer time and money to set up an account. If you seem like you won't be a profitable distributor, they'll probably turn you down

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. Says manufacturer Charlie Hall, owner of Charlie's Woodshop, "I spend a lot of time helping [online retailers] get going with my product, but they may not go anywhere [if] they're not doing the follow-up work." Giving the right impression can be the difference between getting a flat out "No" and beginning a healthy business relationship. What's the right way to ask a wholesaler for an account?