Distributors and wholesalers
A distributor does not use the towel. It has to sell it to someone who will, which changes what "good" means.
Where a distributor is the buyer, the product has to hold up across several customer types at once: a salon that cares about lint, a hotel that cares about pack format, a gym that cares about count. One SKU that serves all three is usually a compromise, and the distributor knows it.
The useful conversation is therefore about the range rather than the towel: which two or three SKUs cover the customer base, what the carton and pallet configuration is, and what documentation travels with the goods so the reseller can answer a question without calling us.
Common mistakes
- Trying to cover every channel with a single SKU
- Leaving documentation to be requested after the first complaint
Other applications
Send us the specification you are working to.
A target weight, a pack format, a market and an annual volume is enough to start. A sample of what you use today is better.