Derick Turner, a Matco mobile tool distributor since 1998, readily admits his competitive spirit has been essential to his development of his Vineland, N.J., territory. The former drag racer started as a Distributor Plus when another Matco distributor hired Derick for the territory. He began selling...
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“You have that Matco name on the side of your truck,” Derick said. “I want everybody to have a positive view of the company in general. I want customers to have a good experience with me. ... if they happen to move on to another Matco dealer’s territory, when he pulls in there, I don’t want him to have to work to gain their business.”
Derick’s truck is an essential tool in his success. He keeps it clean and organized. He bought a new 18’ truck two years ago, which he said was essential to display more inventory. The upgrade gave him better shelf space and lighting, and made a “huge difference.”
A well-stocked, cared-for truck helps silently sell the techs on the route who can’t ignore his investment in himself and the business. But as much selling that happens on the truck, Derick doesn’t ignore the importance of bringing tools into the shops with him.
More than just passing out sales fliers, Derick is sure to display new tools for his customers when he walks in — after all, “if they can’t see anything, what are they going to buy?” Derick sees bringing tools into the shop as a good way to pique interest.
Derick gives some of the credit for his success back to the company, from the Matco managers and service reps to his own district manager, Gary Goglia, and regional manager, Drew Laporta. Derick describes both the company and Goglia as “available.”
“If you have a problem during the day ... you can get somebody to help you. You don’t get the runaround or somebody dropping the ball,” Derick said. “They’re always there to help you with whatever you need ... from the managers to the customer service reps to the financial reps.”
If Derick stays focused on his 2006 keys of consistency, incentives, and flexibility, there’s no reason he won’t improve upon his No. 93 standing at the next Matco expo in early 2008. If you’re there in Orlando, take a look up on the Top Sales stage and see for yourself where he stands.