Why Do Channel Vendors Get Up Your Nose?

By Marcus Cauchi

“You’re selfish, egotistical, and ignorant of our reasons for being in business. You’ve made a bunch of wrong assumptions about us, you never ask good questions, and you never listen. You act as if we spend our lives only thinking about selling your products. We don’t.

"When you do call, it feels like a drive-by shooting. Doing business with you is a pain in the [neck]. You handle disputes badly. You move the goal posts. Your communication sucks. Your recent changes involved little or no consultation and have badly affected our revenue potential at a time when our margins are averaging 17 percent. I don’t want to work 70-100 weeks for no money anymore.”