Sales Tip: The nature of the beast

Max Shipler, Independent distributor out of Las Vegas, Nevada, learned that a tool distributor has to live with the reality of non-payments. From day one, about 10 percent of customers have been problem payers, and this has been true in each of the four geographic markets he has served over the years. The best way to deal with this problem, he says, is not to dwell on it. “You live by the law of averages,” he says.

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