"When I walk into a shop, I look as much at what's not there, as what is there. This can be as simple as a missing caster on a drip bucket. It all comes down to showing people that you're going to take care of them".
"You have to be proactive in selling. Don't just rely on the relationship".
"I buy in larger quantities when things go on special, and really take advantage of sales".
"My Golden Rule: Always carry something into the shop".
"Find the guy who isn't buying from you and start creating a wish list. Then work to keep that updated every week. Eventually you'll catch him at the right time.
"Nothing is purchased until it's paid for. That's why I work hard with my guys to increase either the amount or frequency of a customer's payment.
"Your word is everything. If you say something, you better do it. If you say you'll be there at a set time every week'be there. If you can't make it, or are running behind, call ahead".
"I really work to stay up to date with what's new. I'll order a new product as soon as I see it, and then figure out how to use it and the best way to sell it. I think that's one of the reason's we've been so successful. I take the time to train my guys on how to sell new products, and reinforce how important they are".
"Paul Anker at ISN has also been great in sharing his product knowledge. The more I know and understand about the product, the more my guys and I can sell. It all comes down to being the first guy out there with the new stuff".
"There are worksheets on the computer of each truck for tracking needs, back orders, balances, etc. No one can remember everything, and any one of those things can help close a sale or better a relationship."