In the final analysis you will need to prove that they can get a strong GMROII or Gross Margin Return on Investment Inventory. In simple turns the product should generate a level of margin and a rate of stock turn (earn x turn ratio) which means that for every $1 invested in your product the distributor gets the best rate of return. These days computerised stock management systems do this and they also handle the re-ordering. Sell the financials along with the Fs and Bs and meet the FD every time.