Use your network when looking for new distribution channels

When looking for new channels of distribution, sometimes your network of friends is the place to start. Dax was trying to gain access to home builders as a new channel for his sales center's in-ground pool kits. He learned that a close friend had contracted to have a new (very upscale) home built and he asked that friend to make the introductions. The home builder got excited about this new revenue source, Dax initiated step 2. He and his Regional Sales Manager helped the home builder present and sell the first pool to an interested homeowner whose home had just been completed. Step 3 was to involve his kit manufacturer in helping to train the home builder's crews thereby making sure that the project went smoothly and all concerned were happy. Result: A new customer, who two years later is continuing to grow at a strong pace. How can you use a network of friends to create a win-win sales situation for you and them?