Deal of a Lifetime by Rue Allyn Read Free Book Online Page B

especially in the Four Corners states.”
    Mike raised an eyebrow. “I’m surprised you’d say that. Small distribution companies usually charge more for their services, claiming a degree of expertise over larger firms that I have yet to see. That’s why I usually trust my products to O’Neal Corp.”
    Con sat back in his chair and waited. Tam wouldn’t make a claim she couldn’t back up with evidence and sound arguments.
    “Let’s talk about the Four Corners area for a few minutes. Then we’ll get to O’Neal Corp.”
    “Okay.”
    “I’ve lived in Arizona most of my life. When I decided to open TLC Distribution, I spent a year researching the existing distribution market, looking specifically for underserved communities and gaps in distribution coverage. I then made it my business to increase services to those communities and fill those gaps.”
    She kept her demeanor calm and forthright, but Con knew her well enough to detect the rigid tension in her neck.
    “I hear what you’re saying, Tamsin, but what you describe is just sound business sense.”
    Con watched a smile light her face. His heart stuttered at the sheer, unalloyed beauty of her happiness.
    “Any business proposal needs to be based in sound business practices. TLC Distribution took a little over three years to corner those targeted markets. With roughly fifty percent of all start ups failing within the first three to five years, TLC’s rate of success is phenomenal. What you need to know most is that after all expenses, including overhead, TLC makes twenty percent more profit than O’Neal Corp. and my rates are lower. Further, nearly eighty percent of that profit is invested back into TLC Distribution.”
    Con jerked to attention. His brow lifted. “I’d like to see the proof that your profit margin exceeds O’Neal Corp.’s by twenty percent.”
    Tam was too well-mannered to smirk. “The proof is in the folder I provided to Mike. The difference arises because of TLC’s size and dedication to providing superior, efficient personalized service in specific markets. For example one traditionally underserved market in the Four Corners is the Native American nations.”
    “You managed to crack the Native American market?” Con was more astonished at that accomplishment than the profit difference between O’Neal and TLC. “I’ve been trying to outbid the major government contractors for years.”
    Mike nodded in agreement. “I’ve been trying to get my snacks into that market for some time now.”
    Tam settled back into her chair. Satisfaction lifted the corners of her mouth. “As I said, Mike, a local distribution firm can do a great deal for you. Because I’m local, I was able to go direct to the Native American nation councils and gain their support before approaching the Bureau of Indian Affairs.”
    Buddswell’s eyes narrowed. “Getting into the Native American market is attractive, but at what cost?”
    Con leaned forward. He badly wanted to hear Tam’s answer, and he needed to pay close attention to her body language. She was making huge claims. Any doubts she had would show only in subtle changes to the way she held herself.
    “I’ve included a theoretical cost breakdown scenario in the folder I gave you, but you know as well as I do that costs vary depending on how much product you want to provide, seasonal population migrations, and weather patterns as well as other factors affecting demand and transportation.” Calm and relaxed, she continued to speak to Mike as if Con weren’t even in the room.
    “So you’re not prepared to make a bid for the Four Corners distribution rights to Buddswell’s Snack Foods?” asked the former basketball phenom.
    Con tried to lock his gaze with Tam’s.
    Keeping her focus on Buddswell, she straightened in her chair and lifted her chin. “I am prepared to bid for those rights, but I would like to bid in open session, preferably with the largest company, O’Neal Corp., bidding first