One common complaint that many companies have is the diffi culty of getting picked up by a distributor. There seems to be the chicken and egg dance where the distributor wants to see you are authorized by a number of their key customers, and the retailer wants to see that you have been picked up by their primary distributor.
Sometimes it may signal genuine indifference to your line which means that you need to work more effectively to communicate your points of difference and reason
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