Sales tip: Tips for new distributors

Dave Capp, Mac Tools Distributor from Walnut Bottom, Pa., offers a tip for new distributors.

“When you’re starting out and you’re green, you need to get some people buying from you and get them on the books.  It takes a long time to get to know people and know how they’ll buy and pay you.

“I would say, when I started out, the advice to me was – take a chance on a new account up to $50 to see how someone handles it. When you’re starting out, don’t be afraid to show some new items in a tote bag, show some new items and promotional items. Give a person a chance with $50, and see how they handle it, and go from there.”