From the moment you walk up the steps of the Tri-State Utility Products Inc., headquarters building in a quiet industrial park in Marietta, Ga., on the north side of Atlanta, you quickly realize it’s a different type of distributorship. When you go through the door, there isn’t a Plexiglas divider between you and the receptionist. You are greeted by Judy Williams-Donlevey with a friendly, “Hi, May I help you?” in the reception area. Judy sets the tone at Tri-State ...

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