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To: The Phoenix who wrote (66750)	9/23/1998 7:49:00 AM
From: mrknowitall	Read Replies (1) \| Respond to of 176387

Gary - your experience in the swing from reseller, to direct and back to reseller is not really all that amazing. It's driven, at least in part, by a continuous change in management of companies as people with varying experiences come and go. You loose a key product or channel champion and things just never seem to work the way they used to. The "agreement" you depict is actually quite common in more static markets. Dynamic markets force changes that often preclude carrying these agreements beyond their first round, and what seems to happen then is a perverse legalistic tightening of terms and conditions which drive everyone crazy and spoil the relationship. I've seen distribution agreements that are 50+ pages after an attorney gets through with your straightforward handshake-like agreement. Then when changes come into play (as they always do), you end up having to have a team of people engage in the negotiations, and all too often, the same players aren't on the teams that set the deal up in the first place. It can be done, but it's a messy business. Mr. K.