The Distributor Channel

Joint calls have been around since the age of dinosaurs.  While I won’t go into precisely what sellers were peddling back in 10,000 BC, I can attest to the fact that joint calls were made in my father’s business in the late ‘50s.  One of my first real career tasks came in the form of joint calls with distributor salespeople.   While the concept has remained the same, the cost has not.  Experts tell us the “typical industrial sales call” costs close to $450.  We can theorize a joint call probably costs double that amount – close to a cool grand.  The money is getting too big to leave anything to chance.  It is imperative to stack the deck in our favor.   Quoting a cooking expert (by accident and for the first time in my writing): “An important concept stressed in practically every cooking class is that cooking is 10% art and 90% chemistry. Recipes are to cooks as formulas are to chemists - important instructions for a consistent result. In the same way that a chemist is only