Subscribe to Inc. magazine
BUYING A SMALL BUSINESS

Hot Tip: It Never Hurts to Ask

This oil service increased revenues 30% by purchasing small-scale businesses that large companies wanted to get out of.
Advertisement

CEO's Notebook

It doesn't hurt to ask, says Thomas Langston, president of Pittsburgh's Oil Service Inc. Langston has increased his company's revenues 30% by getting into small-scale businesses that larger companies wanted to get out of, he says. Last year Langston, whose 50-employee company distributes petroleum products, realized that some of his direct competitors were tiny divisions of much larger companies. On a hunch, Langston started cold-calling the companies to see if they might sell the divisions, which were profitable but growing slowly. Three said yes, including Pennzoil-Quaker State and Sunoco. "A large corporation doesn't have the psychological attachment," he says. "It's just numbers."


CEO's Notebook

High-Test Education
Hot Tip: Who's Running the Show?
Hot Tip: It Never Hurts to Ask
Pitches We Love ... or How not to Find Capital
A Wasp in Time ...
George Feldenkreis: My Biggest Mistake
Global Trade, Zero Angst
In a Former Life: Joe Guerra


Please e-mail your comments to editors@inc.com.

Last updated: Jul 1, 2001




Register on Inc.com today to get full access to:
All articles  |  Magazine archives | Livestream events | Comments
EMAIL
PASSWORD
EMAIL
FIRST NAME
LAST NAME
EMAIL
PASSWORD

Or sign up using: