According to Investopedia, a distribution channel is a chain of businesses or intermediaries through which a good or service passes until it reaches the final buyer or the end consumer. Distribution channels can include wholesalers, retailers, distributors, and even the Internet. (cite https://www.investopedia.com/terms/d/distribution-channel.asp)
Every business owner is looking to develop additional distribution channels to expand reach and grow revenue. IMS’ tens of thousands of clients are a natural distribution channel as our clients are actively looking to purchase from other IMS clients. With this captive audience of ready and willing buyers waiting for to buy your product or service, your business benefits from additional exposure to non-IMS clients, increasing your reach and growing your revenue.
"I want to express my appreciation for the way you handle referrals. In all of my experience with past IMS representatives, we've had our business controlled by the reps. I love that you are free with who is potentially in need of our services so that WE can reach out to them, have that conversation with them of what they're looking for and what we can offer, and thus sell our own business in a way that works both for us and the customer. Because of that, we'll be able to utilize the IMS platform more frequently."