Rather than sell them as an integrated business, NBI Inc, Boulder, Colorado has decided to convert seven of its 24 sales branch offices into independent dealerships. Three – in Dallas, Atlanta and Salt Lake City – have already gone for $1.2m, Cleveland will go any day now, and Pittsburgh, Seattle and San Antonio will follow soon after. In general they are being acquired by the local managers and staff. NBI says that its direct sales organisation has its greatest success in metropolitan areas where it has has a concentrated customer base, while independent dealerships have done better in secondary markets.
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