The prerequisite for not relying on distributors is having a way to get market feedback directly. There are several practical approaches: First, let potential buyers inquire with you directly without needing a middleman. Second, replace bulk inventory with small test orders so actual order data tells you which products and markets are moving. Third, keep quotations and terms adjustable quickly instead of waiting for catalog reprinting cycles. Consolidate inquiries, quotations, and orders into one management system, and you'll see from transaction records which customers are active and which products are selling. This real transaction data is more reliable than distributor word-of-mouth.