Zach Selck compares picking a distributor to dating: size alone doesn't work. You need focus, bandwidth, and competency together. A huge distributor with part-time salespeople can lose to a small team of full-time reps who actually care about your product.
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Remember back in your dating time, there were always some guys or people who were fixated with physical beauty, and they just had to date only the very, very most attractive people. And their friends would always say, you know, you should be looking at other things. They should be kind, they should be intelligent, those type of things. And these People would be like, no, no, I have to have the most attractive woman possible. And it never works out that well. Same thing in distribution with people who are focused on bandwidth. What you find is, the way I look at it, there are really 3 sides to a distributor. There's focus, bandwidth, and competency. How competent they are in terms of what you need for them to sell your product. And a lot of people say, well, what I want is the biggest distributor ever. I want that, you know, he's huge, of course he's going to do a good job, he's huge. What they don't realize is if he doesn't have focus, he's not going to do a good job. But what you need is a combination of bandwidth, focus, and competency. And if you don't have that balance, if you don't have each leg in the triangle, you're going to collapse. You have to have all 3. So By being fixated on one, you're typically going to lose out in the long run. The bigger distributor isn't always the best distributor. If the distributor has 500 salespeople but none of them are full-time for you, you might find yourself much worse off than if you had 2 people who were full-time working for you. Remember, when you're ready to grow your international sales, reach out to us. We can help. When you decide it's time to grow your international sales, call us.
