7/ Some of the most productive distribution relationships I have seen started exactly here.
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4. Working capital constraints are rarely stated outright. They show up as hesitation on order size instead.
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5/5 The manufacturers who get the most from distributors in year one treated the post-signing period as an active phase, not a waiting phase.
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4/4 The distributor wasn't disengaged. They were being rational. The manufacturer had built their export pricing for their own P&L without modelling what it left on the distributor's side.
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3/ Before your next reference call, write down the second question. The first one is just a formality.

A reference who can't name a single rough patch usually hasn't worked with the distributor closely enough to be useful.
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6/ The manufacturers who move fastest invest first in finding the right connector, not the right pitch. The product comes second. The introduction comes first.
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7/7 The buyers most worth finding are often the ones the established competitor decided were not worth prioritising.
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6/6 The timing question is usually treated as something you figure out during the relationship. In markets with structured procurement cycles, it needs to be known before the first outreach.

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4/4 Speed in a first meeting is not the same signal as commitment.

The distributors worth signing are usually the ones asking you harder questions than you're asking them.
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