7/ Some of the most productive distribution relationships I have seen started exactly here.
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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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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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