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And the dark side
Don't forget that even the best distributor is still a sales organization. I have had accounts "poached" when they call in for technical support. Also, some of their inside reps will do a follow up call to "make sure everything is working well". Then it's, "By the way, WE offer these items, services, etc". Then you're out the door. Tell me how to make that relationship bulletproof, not this "blue sky" article above. 18 Years in sales, service, design, etc. Well paid? Not since the recession.