An advantage for Eric Pagliughi, Matco Tools distributor in Buena, NJ, is the fact that he lives in his territory.
He drives about 300 miles a week, but it’s all local, which saves time.
The main benefit of living in your territory is knowledge and familiarity of the local economy and the people working there.
“Being from here, I know a lot of the guys, so I don’t need to be a pushy salesman, it’s not all business every second I see them. When I was buying tools, I liked the guy that came in and talked to you. I liked that friendly relationship, so that’s the way I like to work now. And it works for me, so I’m sticking to it.”
To read Eric's full story, featured in the September 2011 issue of Professional Distributor, click here.
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