Eyes always open for opportunity in unexpected places

Success in new channels of distribution sometimes comes from really unexpected places! When a very large lettuce grower in CA asked his pool service company what the difference was between the new chlorine they were required (by the state) to use in washing lettuce VS what he was using in his swimming pool...the service company asked James. Some investigation showed there was no difference at all, other than the label. The one label that was approved by the state for Agricultural use was owned by one of his sales center's pool chlorine suppliers. With a bit of negotiating, James was able to secure the use of that label and sold over $400,000 worth of that chlorine to that one customer in the first year. Are your eyes always open to new opportunities? Sometimes the channel may seem totally unrelated but be aware of other uses for the products you are currently selling.