Cornwell dealer Ken Jaros isn’t afraid to approach every person he sees in a shop.
“You’ve got guys that run accounts with you, or you’ve got the guys that just pay cash. But you’re talking to every guy at the shop,” says Jaros.
“I don’t care if he’s pushing a broom around. I’ll still say ’What’s up?’ He may push the broom here, but when he goes home, he may have his own shop at home,” he says. “So, you never know who you are talking to.”
This means showing up at his customers’ shops at the same time and same day, every week. It also means remembering conversations and tools discussed in passing conversation.
