Sales Tip: Bringing on a second route

Two days per week, independent distributor Noah Hammond runs his Maryland-based route in Caroll County, which consists of a number of small towns northwest of Baltimore. The other three weekdays he covers Montgomery County, including Gaithersburg, Md., which borders Washington, D.C.

While the drive from those smaller Maryland towns to Gaithersburg takes more than an hour, one way, Hammond continues to see these stops on his route.

“It’s a weird area, but you’re so close to Washington, D.C. There’s a lot of government money, so I go there because almost all of those shops are always busy.”

Hammond has worked to bring on a second route with a recruited technician, Tim Crawford. To create a more optimal route, Hammond has looked at tweaking his route as he transitions Crawford to the road.

Adding a second route also allows Hammond to expand his footprint a bit farther, including Pennsylvania, near Gettysburg.  “He’ll come down and help me support some of the guys that I can’t see,” says Hammond. “We’re going to expand to areas that I don’t cover.”

Crawford is currently establishing himself by driving around to different shops.

“Right now, he goes around in his car and he’ll drop stuff off for me, or collect money for me if I can’t make it,” says Hammond, of Crawford.