Cornwell Dealer Joe Gruba spurs business with incentive packages, like raffle tickets for a flat-screen TV at Christmas time or for hunting gear in the fall.
Sometimes the incentives are offered with a purchase, or sometimes they are awarded for making a big payment on an outstanding account, depending on what he thinks his business needs at the time.“Do I need to bring some money back in, or do I need to put some money back out. It's kind of a fine line.”
Company promotions help too, because it gets customers to notice and talk about a particular tool.
Look for Joe's full story in the January/February 2011 issue of Professional Distributor magazine, or by clicking here.
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