Product knowledge

Whether it's training at the annual tool show or regional meetings, having the right catalogs and manuals on the truck, or even just talking with customers, J.R. said having information is key.

"One thing I have learned through all the years, if you do not know a tool, do not be afraid to ask the customer: 'What does it look like?' 'Where did you get it?' 'Can you give me a part number?' Get as much information as you can in order for you to make the sale.

"Product knowledge is the essence of this business."

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