Sales tip: Strategies for adding and dropping shops

Scott Manning, Mac Tools distributor of Kent, OH, offers some suggestions for distributors looking to add or drop new stops. Manning also made it a habit to keep on the lookout for new stops. “In any area, there are nooks and crannies you would not know were there,” he notes. He made it a...


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Scott Manning, Mac Tools distributor of Kent, OH, offers some suggestions for distributors looking to add or drop new stops.

Manning also made it a habit to keep on the lookout for new stops. “In any area, there are nooks and crannies you would not know were there,” he notes.

He made it a policy to make at least three visits before deciding to cancel a stop. In such instances, he tells the people that he can’t continue visiting, but he leaves his card and tells them to call him if they need anything. He stresses the fact that his decision is business driven and not personal.

He also revisits these stops periodically. All it takes is some new blood, and the buying habits change. "You can change the complexity of a shop with one technician," he notes.

Body shops proved to be a big market for Manning. This was one area that he knew little about in the beginning. Hence, he familiarized himself with body shop tools.

Body shops are especially busy in the fall, thanks to deer hunting season. During this season, deer become careless and get hit by cars, which then need body work.


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