1. Sales agent will inform the distributor of competitive line concerns, in an attempt to reach an understanding of why the distributor handles the competitive line.
2. Sales agent will work with the distributor to see if a plan can be developed to replace the competitive line with Watlow products.

This is specific to the situation as it is not just an issue of what lines are handled, but more what is said to the customers. A competitive situation exists if in the judgement of the Watlow sales agent the existence of other products has a negative effect on the sale of Watlow products.

Aren't there good reasons to carry a competitive line?

Watlow is sensitive to the fact that we must earn a distributor's business and loyalty. We recognize that some Watlow lines are incomplete. We recognize that some customers specify specific brands. We recognize that we cannot expect a distributor to jeopardize a good supplier relationship over a small part of the line. And, we recognize that Watlow's past performance failures may have initiated the creation of a "back-up" line. An overall Watlow concern is that loyal distributor principals are not passing their loyalty on to new hires who do not understand how to sell Watlow value and revert to selling competitive products on price.