Sales Tip: Making a multi-route business work

Loxahatchee, Fla.-based Mac Tools distributor John Ashby says distributors who desire to run a multi-route business must keep the following factors in mind in order to make the operation run smoothly and, ultimately, turn a profit:

• Customers need to know who is the owner of the company.

• The distributor’s reputation must be in good standing with both current and potential customers.

• The distributor must be adept at gaining the trust of potential customers in order to gain their business and providing quality customer service.