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Para Bernard Glas de Adam Médico Vendas, Inc. O Turbulence soletra a oportunidade

por Lynn Shapiro, Writer | March 04, 2009

"Each sale takes a lot of effort but the effort pays off," he says. "We're dealing in retail sales where we have to work with engineers and contractors. We're doing critical, detailed work." (Glas would not disclose sales figures.)

Meanwhile, his other strategy--to zoom in on the Far Eastern market--is also working. "I've noticed that my business from the Far East has increased, especially from China," he says. "I was in China about a month ago and am going back in another three weeks. I've noticed their economy seems to be doing quite well." Glas has had customers in China for more than 20 years and despite severe import regulations, has managed to grow his business there. At least in some parts of China, business is booming, he says.

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(It's been widely reported in the business press that the Chinese government implemented a stimulus plan about a year ago, encouraging new businesses.)

Hiring the Right People

Another thing that Glas knows is that hiring the right people--who know what they need to do without being managed--is key to success, especially during difficult times.

While his son Josh runs the parts department and son Danny runs the office, Glas is most excited about his newest hire, Aytac Mavruk, who immigrated to the U.S. from Turkey. "He's a young man in his twenties who's been with us for about four months and I can already see the impact," Glas says.

"In all, Glas says "we have a total of 12 full-time employees in our 23,000 square-foot warehouse. Others we use per diem. We have engineers who deinstall and refurbish equipment and employees who crate equipment for oversees."

When asked how he got started in the business of pre-owned medical equipment, he jokes, "through the school of hard knocks. I've been through the ups and downs of countless business cycles but have always remained."

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