You do not ‘sell’ anything to your distributors – he is part of your sales network. Think of distributors as your partner – where you are unable to sell directly, your distributor is representing you. Accordingly, work out your terms and conditions, margins etc. Please read this guide – specially the section ‘Distributor is not your customer’ https://www.vanik.com/blogs/how-to-build-successful-distribution-channel-a-beginners-guide/
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