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Whether it was the products or the way they were displayed on the truck, Ryan didn’t seem to have to do much selling that day. When we pointed out that almost every customer at each stop knew what they wanted to buy, Ryan noted that “A lot of it’s just impulse…(if I) keep the guys focused on tools instead of talking about the ball game, it leads to more sales.”
When asked about his approach to selling scan tools, he replied “Some guys know what they want, but most guys want to try something out first.” For this reason, he loaned a new Launch X431 to a customer, fully expecting the customer to buy it the following week. “A lot of times when you put it in their hands, if it’s a great product, it’s going to sell itself.”
Ryan was a young man fresh out of college with no business experience or product knowledge. But with help from experienced and caring people, and with a lot of dedication, he built a successful business as an independent tool dealer in a territory filled with stiff competition. He made it look easy, but he wanted to make sure we didn’t get the wrong impression.
“Lately I’ve noticed a lot (of new dealers) don’t stick around. It’s a tough business…a lot of people think it’s easier than it is. It’s a great business as long as you want to put the time into it.”
For Ryan Spence, hard work, good teachers and good luck seem to have come together at just the right time.