Wanna know whom to meet first when visiting a distributor's office?
Focus on those you can only meet there.
Here's what I mean:
When traveling, with limited time you must prioritize whom to meet.
Whilst minimizing time in the office, be smart.
Skip the people you can meet on many occasions.
Focus on those who spend 99% of their time in the office.
Establish a lasting and trusted relationship with them.
Then go to the market with the sales team.
Focus on who moves your cases:
Who sells them to bars.
Who ships them.
Brands are built bottom-up