It is just business, as with any dealership requirements, to be a dealer, you must first have a physical store. If you have a physical store then you must fulfill the MOQ (minimum order quantity) for EACH releases. If you can't, then no distributorship for you.
You can't expect HT to give you the distributorship if you are just going to order like 20 Bruce Lee from them or you are selective about what you order i.e, you feel that The Spirit is going to suck so you don't want to order any or you order 50 warmachine but only 10 Black Widow. You will be surprised at the amount of people who only wants to order the popular stuff but none of the risky stuff.
It is a well known fact that ETB currently has a much lower MOQ requirements than HT. Fact is now, at least here, no one wants to be an ETB sole distributor due to the inconsistent quality, long delays, and lack of new licenses, and an inconsistent product release schedule.
Also, ETB offers their product through their website which anyone can buy direct. That is really screwing with the dealers I tell you.
I remember there was a time when ETB was the one who do not want the small fry instead. Funny how times have changed.