–Add value by showing product features and benefits.
–Maintaining constant “face time” to be in the right place at the right time.
–Little tiering of accounts and working with anyone who called.
–Rock-star wholesalers with strong connections can create sales through relationships only.
–Wholesalers use sales promotion budgets for golf and giveaways.
–Single channel makes conflict easy to manage.
–Help producers understand problems, issues and opportunities in new ways.