Every once in awhile I spend a few hours driving around the areas I'm interested in and writing down names of companies that look like good prospects. I then go home, create a flyer on the computer, look up those companies addresses on the internet and mail the flyer. I've had a reasonable response rate, like 1 out of 30, and have converted several to accounts. I also stop by and ask to speak with managers, leave my card, offer to drop off a proposal for vending, etc. Unlike mxer I like to have a few marketing materials to hand over when I "ccld call", whether it's a postcard I used as a mailer previously, or a left over flyer, etc. You have to be prepared for rejection... it's not personal. When you get a new account by yourself tho' you feel like a million bucks! BTW, my $0.02 is don't spend time on a brochure when a one page flyer works fine.