During the first few weeks on his truck, Cornwell Quality Toolsdistributor Dave Edwards recalls he could remember the faces, but not necessarily the names.
“I would look up the purchase history just put a face with a product and put it all together to remember their name,” Edwards says.
Most important, though when getting to know your customers, is consistency. If you're showing up every week to talk with your customers and manage everything they need, their names will become second nature. Give it time and you won't have to look anything up or strategically use nicknames to get through a conversation.
Emily Markham is the editor of Professional Tool & Equipment News (PTEN) and Professional Distributor magazines. She has been writing about the automotive aftermarket since 2019, after graduating from UW-La Crosse with a bachelor's degree in English. During her first three years with EndeavorB2B's Vehicle Service & Repair Group, Markham also wrote for Fleet Maintenance magazine.
