Dealers are really local retailers, although they are often referred to as Value Added Resellers (VARs). They typically sell everything from ink-jet cartridges to paper to fully installed networks. They may be called upon to supply any computer materials and equipment their customers demand.
Dealers are quite understandably (and rightly) customer led. Customers with the juiciest, most pressing orders call the shots. With so much software coming out each month, few dealers have the resources to assess the pros and cons of new offerings. They listen to what their customers tell them. Once they start getting requests and orders for your software, they'll be requesting prices and literature from their distributors faster than you can say "done."
As soon as they start to sell your software in any numbers, they will be interested to hear from you, meet your sales support representatives, and send one or two of their people to your training course.
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