Remind them about your warranty

Although Mike is the only mobile distributor to service Disney World, he still has competition.

"We’re competing with the catalogs, including other tool companies. Stanley and Proto send representatives here too."

But Mike is quick to point out his obvious advantage. "If there’s a problem with your tool, we’re right here, you don’t have to box it up and ship it back to Granger and wait for the repair or replacement. We’re a mobile repair store and a tool sales store. That goes over big with planners."

To read more about Mike's business, featured in the December 2011 issue of Professional Distributor, click here.

Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to salestips@pten.com, and see your suggestion featured here.