My Library and Courses
Last Update: Sunday July 25, 2021

Key Idea: Go After Big Customers

On Target has as its customers the biggest and most prestigious companies in Dallas.

Key Question:


One way is to have some big companies on your customer list.

  With fierce competition in the supply business, how does On Target hold on to these customers?

  Albert has a process for dealing with customers. He is constantly putting customers through this cycle: listen, plan, present, perform, review. This discipline is remarkable and necessary. A small business owner can never rest or take a customer for granted. This is particularly true when your products are not unique. Albert sells paper and so do hundreds of others in Dallas. And, Albert knows that business is based upon relationships. He focuses his energy on his customers as people, not, just getting the job done.

Think about it

What big company would you like to have as a customer?  What is your plan for winning some big companies?  Who do you know who can introduce you to decision makers at big companies?

Clip from: On Target Supplies & Logistics

Dallas: This is the story of Albert Black and his company, On Target Supplies & Logistics.  It is also about miracles where people are transformed; they learn about financial statements, become economically independent of debt, start serious savings, capture the power of principal-and-interest, and discover their deep-seated talents and gifts.   That's enough, but there's more.

You'll hear some of the most innovative human resource strategies from one of the most articulate people we know. And, you won't believe his results! This hard-nosed, well-grounded visionary lives, breathes, and acts on his two most basic faith statements, then asks for 100% and gives 125%.
Albert is a servant to his church and faith, his family, his employees, his community and his country.

Go to all the key ideas and video clips...
Go to the homepage of this episode...

On Target Supplies & Logisitcs

Albert Black, CEO

1133 South Madison
Dallas, TX 75208

Visit our web site:

Office: 214-941-4885

Business Classification:
Distribution, office supplies

Year Founded: 1988

Go After Big Customers

ALBERT: The first big customer, corporate account that we landed, was with Lone Star Gas Company. I think our ability to listen, to plan, to present, to perform, to review and to adjust is what corporate clients need today more than any other time in their history. The flexibility of the supplier must be so demonstrated that it's continuously changing and continuously adding value and continuously redefining value for our customers. Normally Lone Star Gas Company received product dock to dock--from our dock to theirs. We came in with a strategy to take it to desktop distribution; same price. That saved them time. It saved them money. It saved them inventory expense.

HATTIE: But wait a minute. Then you had to hire someone extra to--to take from--from the dock to the people's desks and to figure out which person needed what.


Not a member yet? Learn!  Be empowered! Join us!