And he said to me, “Brad when you design your business remember that the rebate programs are designed for big companies and they will turn them on and off to get rid of you.” And he said it in the most stark way that somebody could say something like that.
And it stuck and I watched over the years as these rebate programs got turned on and off. On and off. Delay of payments of up to a year. And I watched my competitors jump in with all the gleam and enthusiasm that you could imagine only to get friggin burned.