How do dealers really feel about the distributors that sell them their products? The relationship between the dealer and distributor can be critical to a successful sale and installation, and the ideal situation is to have distributor partners that really understand the dealer’s business and how to help him build and keep customers.
“I think if a business, regardless of its size, uses a distributor in the proper way then it is all good and positive,” says Frank Wolferseder, member, Alarms by Precision LLC, Monroe, Conn. “Like anything in business there is an art to that. It is a real two-way street.”