Slow-moving, oddball and difficult-to-obtain items may be your best salesmen.
The answer is romance. Not in the sense of recent Supreme Court rulings, but rather the heart and soul of the business. There have been plumbing and HVAC/R distributors who tried to sell only the prime, most popular items. Their success has been chronicled in bankruptcy court proceedings. When it comes to distribution in the real world, there is a huge difference between theory and what actually works. The “Name of the Game” is customer satisfaction, not just profits and losses.