Texas territory

Reluctant retailer Gregory Baese considered himself more of a contractor than a salesman when he bought a Heating & Air Conditioning business back in 1984. 22 years later, though, he’s a convert to a relationship-based sales model that’s earned him a respected and growing appliance business in the Texas territory between San Antonio and Austin. “I still do a good bit of work for builders, but about 50% of my clients are return customers and referrals,” says Baese. “I believe it’s all about providing quality over a long time. When something goes wrong, my customers know they’re not going to get a 800-number. I

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