Life Science Tools of the Trade

As another clueless sales rep walks into the lab for a company that I’ve never heard of, I always end up wondering…how many of these companies make it. You know the ones I’m talking about. Two guys decide to make the garage a warehouse and now they’re giving out glove and pipette tip samples to the willing. How do you decide to compete against the likes of Fisher and VWR. I must be misunderstanding something because I do not know how you can make a successful business selling the same 6 items that are sold by larger companies. I’m convinced….the individuals that start these companies are the same ones who couldn’t make it in research.