And if customers want your product, the jobbers and retailers will flock by dozen to carry your product.

They will come to you.

Many of the wrecks in advertising come from trying to sell things over and over. One first sells to the jobber, and he demands a large percentage. Then he tries to sell to the retailer. He wants free goods and extra margins.

Never forget that. Jobbers and retailers have their own brands. What trade they can influence is never directed toward products you control. If they can influence sales, they make four times as much on products of their own.

-My life in advertising, p.125