Some, if not all, dealers have worked with a warehouse distributor at some point during their careers. Whether you purchase a few items, or the bulk of your inventory from a warehouse distributor, these companies can help you to get a product your customer is looking for.
There are a number of WDs to work with: Ace Tool, Integrated Supply Network (ISN), M.Eagles, Medco, Neu Tool and more. Some flags now even offer their own service to get the tools their franchisees are looking for that may not be offered under the flagship brand.
This month's independent distributor, Jim Klug, prides himself on working exclusively with ISN. While Klug works exclusively with one WD, many dealers opt to work with a few different warehouse distributors for a number of reasons.
Product availability
First off, does your WD actually have the products available that you need? If you work primarily with one WD and they don't offer a product your customers frequently ask for, ask your WD about it. There's a chance other dealers are looking for the same product.
Shipping and product delivery
When a customer needs a product quickly, warehouse distributors should be able to drop ship orders directly to that shop. Are there distribution centers in your area for your warehouse distributor, allowing them to ship products at the ready? What's the turnaround for shipping regular product orders?
Price
Oftentimes, there may be show specials to take advantage of, which could determine your purchases for stocking the truck. Think of this the same way your customers might think of your service. While WDs will try to stay competitive with price, this shouldn't necessarily be your number-one factor on deciding where to buy. What kind of service does this WD also offer?
Customer support
When one of your customers calls, does he expect an immediate response?
When working with a WD, is there a specific sales representative that you talk with on a weekly, or sometimes daily, basis? Having a good working relationship with at least one contact helps you quickly get the answers you need, and allows you to get back to servicing your customers. Many times, that relationship is what sets other WDs apart from the one he uses primarily.
For instance, independent distributor and this month's cover story subject Jim Klug says he talks with his ISN sales rep frequently -- sometimes a few times per day. She helps him answer questions, educates him on new product available, and more. They're often in touch throughout the day.
New product information
Warehouse distributors provide access to flyers and catalogs, in order to stay up to date with their latest product offerings. If you're tech-savvy, peruse and order product information on the warehouse distributor's website.
It's also important to attend the associated warehouse distributor tool shows. Klug makes sure to attend the ISN show every year. “When ISN has their show, I can’t wait. I talk to every salesperson. ‘Tell me about this tool. Tell me about that tool. How do I sell this tool?’” says Klug. “In our profession, if you don’t go to shows like that, you’re crazy.”
