We service the point-of-purchase industry, which is project-based. A project comes, a project goes. The OEM business is ongoing, what I call replenish business. This is where I’m a component in somebody’s end product, whatever that might be. It’s important that I understand up front what my part is going into, completely understand the application, because once we start production, we could be in production for years. My audience is an engineering audience in the OEM business. We’re in the POP industry. It’s more of a project manager/estimator. I need to understand the pain points of that engineer. He’s going to want technical information, specific information that I need to provide for him. That’s the difference, because once we go into production, it’s got to stay in production and that quality part has to come off 24/7, 365.


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