Selling from the top down

Don't ignore the front offices on your route.


Don't ignore the front offices on your route. Stepping onto Phoenix-based distributor John Ozenich’s Mac Tools tool truck, one thing becomes immediately obvious – he knows what he’s doing. Everywhere you look on his truck, he’s got award plaques on display. Within 10 months, John became a Master Distributor and hit the Gold sales...


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John listens to his customers when he stocks the truck for heavy shops. All you have to do is ask techs what they need and what you should carry.

“These guys will tell you too. They’re always happy to share information, and show you all the stuff they’ve got. They’ll open any drawer and proudly display any of the stuff for you, no matter who’s name is on it.”

For John, really talking with customers (not “to” customers) is key to the business. “Interaction has got to count for something. I think it counts for a lot.

“I feel like I’m doing as well as, or probably pretty much better, than my friendly competitors out here. I just keep getting up in the morning and going to work. Keep trying, that’s all we can do.”

And John is getting recognized for it, by his customers and Mac Tools.

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