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Rockville accounting firm narrows focus to grow
In 1983, the Rockville accounting firm of Friedman & Fuller set off to find an untapped market niche.
"We examined the marketplace and lo and behold, we discovered the wholesale industry," said Barry Friedman, the firm's president.
What they found was a gem. The Washington-Baltimore wholesale industry is the nation's fifth largest, boasting more than 2,000 firms with combined revenues in excess of $35 billion.
What's more, the characteristics of the average wholesale firm -- large numbers of employees, huge accounts receivables -- fit perfectly with the types of services Friedman & Fuller wanted to …