How did you get into the Franchised market? I thought they all had a cheaper channel through their headquarters?
To make sure we are on same page, by referencing franchised I am referring to Shell, BP, Marathon (no Pilot, Love's, etc.) But to answer your question, just word of mouth. I know several of the local owners and they refer others on to me. I also count the local petroleum distributor as one of my clients, that helps when I need a good endorsement.