Roll Out
However, the idea of going up against a major direct can be rather daunting to some distributors. Size doesn't necessarily matter, according to Simon.
"Surprisingly, or maybe not surprisingly, some of our greatest sales successes and some of our largest accounts are very small distributors. They came from a large manufacturer and they have contacts at certain accounts and when the time is right, they'll go after the business with a vengeance and we'll certainly support them in a very aggressive manner," he said. "It seems like there are always reasons not to sell anything, but this is as good of a product as any to sell because it repeats. It's a relationship sell. It's a contractual sell. The business is out there—it's not like it's going away."