MGM Resorts

Same work for 50 chairs or 3,000, so he cold-called Vegas and landed a $4M MGM deal

While running a restaurant, Danny Yeung began sourcing furniture from China for a designer friend's small hotels. He realized an order of 50 chairs takes the same work as one for 2,000–3,000, so he went looking for whoever was building thousands of rooms. That led him to Las Vegas, where cold calls eventually produced a $4M contract with MGM.

“after a few of the hotels, I figured out, you know, It's the same process if I make 50 chairs or 50 tables as if I make 2,000 to 3,000 chairs, right? So I was like, who is making 2,000 hotel rooms right now? And at the time was like Vegas, right? Then I started cold calling the Vegas hotels and eventually I cold called MGM and she gave me a meeting. And then I went into the meeting and, you know, one year later I got a, you know, $4 million contract with MGM.”

Steal thisIf your effort is the same regardless of order size, find the customer placing the largest orders and go straight to them.