Many distributors decide at one point in their business to take on a partner. Whether it's a family member, a trusted friend or distributor-in-training, having a business partner can be helpful and lucrative for your business. 

At a Matco Tool Show training session, one distributor gave some suggestions on how a partner can support a distributor both on their own route or through back-end tasks.

How a partner can contribute "at home":

• Keep track of tool and equipment shipments
• Send physical statements on open accounts
• Handle 'skips,' including making phone calls, sending mailings, working with a collection agency, etc. 
• Keep track of accounts at $500 or more. This distributor says that can be a 'red flag.'

How a partner can contribute "actively on the route":

• Run a separate route which focuses on big-ticket sales
• Deliver needed tools and equipment to the distributor on their route
• Pick up "skipped" customers in person
• Go into shops, or check on regular customers that were missed that week