Follow your customers

When a large Chrysler dealership closed, the shop became part of a chain of "no-haggle" used car dealerships, and now it's on George's route because a lot of his old customers ended up working there. It actually worked out well too, because as he points out, dealership techs don't need to buy as many tools.

George has also picked up new customers by following existing customers to a new stop. After following a customer to a big truck garage, George ended up with just about everyone's business. "They had other distributors there but never a Matco guy, and now I'm number-one there." When asked how he knew that, George said, "Because they tell me. I just call 'em like I see 'em and don't try to pull the wool over anyone's eyes. I just give 'em the service they ask for."

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