If distributors don’t change their revenue model, they’ll perish. That’s the message from Frank Hurtte, author of The Distributor’s Fee-Based Services Manifesto, who urges distributors to move away from value-added markups on products and start getting paid for the services they provide.

In this episode, Hurtte, of River Heights Consulting, joined Ian Heller and Jonathan Bein to talk about why, if distributors don’t have a plan for recouping the cost of their services, they will make less money, grow more slowly than the competition, and become less resilient.