Sales Tip: The importance of volume

At this point in his career, Cornwell Tools dealer John Patterson does not really worry about finding new customers. He says his current base is large enough that there is no pressure to seek out more at this time.

Patterson currently has 298 customers on the books, and he collects money from approximately 75-85 percent of them.

“I was told from the very beginning that this business is no longer about making the home run on every single sale,” he says, noting that his turns are 7-1/2 to nine weeks right now. “It’s about volume. That’s why I can have a seven-eight-nine week turn, because I have almost 300 customers on the books.”