Mobile ToolSales 101

Mobile dealer Glenn Engelman offers a lesson in how sticking with the basics can pay off over the long haul.


Mobile dealer Glenn Engelman offers a lesson in how sticking with the basics can pay off over the long haul. When you look at the traits that have made Glenn Engelmann successful, no single one seems all that unique. He’s consistent in the way he runs his route. Focused on doing what it takes to operate a successful business. Disciplined to properly manage his cash flow and inventory. Energetic in...


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“I make an effort to acknowledge every guy in the shop, whether they’re buying from me or not. I want them to know I’m there when or if they do need something. It’s kind of like when Tom (Willis) is on the floor at our Tool Expo. He’s there taking the time to talk with us and demonstrate that we’re all on the same team.”

Engelmann also enjoys holding contests for collections when he’s on vacation. Additionally, he sponsors a five-of-a-kind dice game on the truck and brags about offering the best candy selection of any mobile dealer in the area, including that of his brother Eric. The older Engelmann has been a Matco distributor for five years.

At the end of the day it’s not surprising to hear that Engelmann takes a relatively simple approach to dealing with the ups and downs of the tool business.

“The way I figure, the Lord put me in this business, and it doesn’t seem like he wants to take me out of it, so I just try to not freak out about things. If something went bad at one stop, I have to forget about it and move on to the next.”

And regardless of how that next stop goes, you know that they’ll be expecting Glenn Engelmann to show up at the same time, with a flier to hand them, a tool to show them, and a smile on his face … just like the week before, and the week before that, and the week before that …

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