Tri-State--Reinvent and Refocus

After Frank completed college and joined the fold, Tri-State began to target print brokers who didn't possess their level of capability and invested in high-speed Xerox duplicators, which were expensive to operate. He set up a distributorship and sought out distributors at various trade shows such as the Printing Northeast Expo. Those distributors resold Tri-State's copy work to their clients and Tri-State packaged and labeled the work under the distributor's name. It was the beginning of niche marketing as they targeted their brokered work throughout the Northeast.