Before distributor Craig Wineinger started a Matco Tools franchise in Shreveport, La. (20 miles from the Texas border), he went to mourtuary school to become a funeral director. "I tell people on the route that I got tired of dead people not talking back to me. I looked for something that was...
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The best sales strategy
Wineigner offers his greatest piece of advice, to new and veteran distributors alike: don't go into a shop empty-handed.
"Alot of guys say they don't want to be a salesman. Well, you signed up for a sales job. Even though you might have good relationships (at the shop), you still need to go in there and say “This is what I'm toting and promoting.”
He chooses any four products on his truck. After each stop, Wineinger just refills his bag once he sells any of the tools.
Wineinger stresses the importance of toting and promoting, and encourages all distributors to carry tools into the shop at every stop.
Dealer finds he needs a contingency plan.