As our products become more technical and demo units get more complex and, in many cases, harder to lug around, one might wonder how much time is spent handling the logistics of a customer demo.   Thinking further, most distributors have moved out of run-down warehouses on the bad side of the tracks and invested in modern facilities equipped with classrooms, demonstration areas, and other niceties.  Yet, many wholesalers struggle to convince customers to drive across town to participate in a demo or attend important seminars.  Internal tradeshows and other selling events often fall between the cracks with important customers.    Forward-thinking distributors are maximizing their time and efforts by practicing what we call “selling wholesale”.   Let’s spend just a moment defining the selling wholesale concept.  The practice involves moving customers out of their own facility to meet you at some central point.  In an ideal world, the c...