• Sales are stagnant or declining despite a growing market.
• Distributor is reactive — they only process orders but don’t grow the business.
• No local marketing strategy — just translation of global materials.
• Distributor is passive in lead generation or brand awareness.
• Customers complain about slow or poor post-sale support.
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• Refusal to share end-customer lists or sales pipeline data.
• No CRM or visibility into sales funnel.
• Sales reports are vague, late, or manipulated.
• Limited or no visibility into inventory, returns, or backorders.
• Concerns that they are misrepresenting your product in the field.
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• Distributor focuses on volume, while your product requires value selling.
• They treat your product as secondary to others in their portfolio.
• They own the local registration, blocking alternatives.
• Avoidance of confrontation — problems are hidden until too late.
• Reluctance to adopt Western systems like CRM, KPIs, or shared dashboards.
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