Craig Wineinger, Shrevport-La. based Matco Tools Distributor, stresses the importance of what the job of a mobile distributor actually entails to dealers just starting out.
When Wineinger has new distributors ride along on his truck, he explains to them, "You have to sell tools. But that’s not how you need to look at it. You need to look at it as, 'I want to be the guy to service you.' Provide the service that they (the customers) need, and you’ll be their guy."
Wineinger says it’s important to go into every shop, in order to talk with the customers and introduce yourself. This includes veteran customers and new hires alike.
"I go in to see if there are any new guys and introduce myself to them. You never know when they hire a new guy."
After the initial introduction, Wineinger will remain persistent by making sure to stop by that technician each week. He mentioned that for some customers, it’s taken as long as two years for them to come around. But once he sells a customer, he continues to provide the follow-up service to ensure they continue to buy.
