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The explanation for the sales decline was the subject of the first question in my CNS Q&A with Matt Richey, in the September issue (cf. page 5). The company's international distributor dramatically overbought nasal strips in 1996. In 1997, to clear the inventory, that distributor substantially cut new orders. . and the company's sales fell. The contracts at CNS are very different today, in its more mature and better-managed international operations.


Tom Gardner
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