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Cracking the B2SB Market

Have you ever tried selling something to the owner of a local shop or franchise?  Our next guest says that small business owners tend to be elusive and can often leave marketers scratching their heads trying to figure out how to get their message across.  That's why he formed an agency that is focusing on the fast growing segment of marketing known as Business to Small Business or B2SB.
Mike Switzer interviews Dan Gliatta, managing partner at Cargo, headquartered in Greenville, SC.

After almost 20 years, Mike Switzer retired from Wells Fargo Securities in 2001 as Senior Vice President/Investment Officer and Certified Portfolio Manager. In 1999, he and his wife, Maggie, purchased and operated for eight years the Baskin Robbins ice cream store on Forest Drive in Columbia. They grew the store from a bottom-tier operation in the Baskin Robbins franchise system to one in the top 5% nationwide within three years, tripling sales along the way. While operating the ice cream store, Mike and Maggie received patents for a portable ice cream sink and fold-down sneezeguard they invented and in 2002 started Magnolia Carts, an ice cream cart manufacturing company, which they sold in 2013.