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So in order to get distributors onboard, we have been signing up bar and restaurant groups to use our service to send sales reps orders.

Our goal is to go back to distributors and ask for integrations once we have the orders to back it up.

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Have you talked directly to distributors (or even their salespeople) to ask why they haven't done this? What are their concerns?

Some distributors have built out systems to allow online ordering and it works well for them and they view it as a competitive advantage. A few have also tried over the years but found they couldn't get customers to actually use it.

It helps that we have seen a major shift from food distributors to online platforms.

A concern of some distributors is losing the touch point with the sales rep. They want a rep to be talking to the buyers at any chance they get or they think people will pass up on their products.

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