Herman Olds focuses on beating the competition

Herman Olds was a longtime top Honda technician before he finally “took the plunge to become a tool man.” The talkative San Antonio-area Cornwell Tools dealer is less than five years in, but looked into selling tools as far back as 1980. “I had...


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“In the beginning, even though I wasn’t doing any [dealership] business, I stuck around so they got to know me. I got to be their friend, then they gave me their business. A lot of times people aren’t buying from you because they owe the other people money. They’re not going to tell you that.

“Go in there and be persistent,” he advised to any dealer that wants to up his dealership calls.

“Americans are trained to buy. They like to buy. Say you’ve gone three or four weeks and the guys aren’t buying. Keep showing up, because all of sudden — boom, boom, boom — they’re buying.”

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