Years ago, a distributor told me they were going to drop our product line

Years ago, a distributor told me they were going to drop our product line. Margin too thin, training too hard, support too slow.

I asked what would change their mind. They named three things, all operational, none discount-related.

We fixed two. They stayed. Grew their book with us by 60% over 18 months.

The line I carry from that conversation: when a partner threatens to leave, they are rarely asking for a discount. They are asking to be made successful.

Most companies hear price. The smart ones hear the actual ask.