Now, let's reconsider the previous example, and add one wholesaler (intermediary), who is providing goods to three different customers. (Note: When intermediaries are part of the channel of distribution, the customer isn't always the end consumer.)

  


Image Source: ADLC created

 



 
 Each of the three companies produce a narrow range of goods in large numbers. Each of the three customers wants to choose a small number of goods from a broad range. To meet the supply and demand with one wholesaler requires SIX contacts.
 



Image Source: ADLC created
With an intermediary, six contacts are required for three sales.
Without an intermediary, nine contacts are required for three sales.
Image Source: ADLC created

If you imagine this exchange process in hundreds of thousands of wholesaler transactions, you can see the process efficiency that would result.