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Thursdays were long days at the hardware convention. The dot-com fallout has shrunk attendees, all the fun stuff happened on Friday, and most people migrated to the videogame kiosks and the booths with the coolest freebies.

Ray represented a manufacturer of video compression chips: MJPEG, MPEG2, MPEG4, and other nonsexy acronyms. A few interested parties would stop by Ray's booth, pick a brochure, ask a bunch of questions which made it clear that they had no use for Ray's chips, and then they'd move on.

Friday was what Ray was looking forward to. The last day of the convention was always full of special offers, announcements, seminars, and miscellaneous fun stuff. Ray's tradeoff was that he would man the table on Thursday, have the next day free, and fly back on Friday night. His partner, Dan, had to watch the table on Friday, but he got to stay the weekend in the company-paid room.

Ray had the foresight to bring a book. He had been told not to read while in the booth, but it didn't stop him. The thought briefly passed through his head that if he paid attention, he might develop more good leads, but the thought quickly passed. He was there to fill a seat; he knew that even in the money-years, less than a percent of the company's entire business came from trade show leads.

...

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