Distributors are the link between the end customers and the manufactures of the product or provider of the service. Think of a distributor as a sales force. Some confusion arises regarding the definition of wholesalers, distributors, dealers and resellers. Wholesalers buy the product from the manufacturer. Distributors sell the product, which the wholesalers then deliver. Distributors can sell to a retailer, who then sells to the customer. The retailer can be called a dealer or reseller. An authorized dealer meets certain requirements from the manufacturer, or service provider, to represent their product. Requirements vary widely. Exactly what steps you'll need to take to become a distributor depends on the specific company and distributorship.