Sales Tip: Know your customer

Independent tool distributor Angelica Platero finds that most of the time her heavy duty technicians know what tool they need, but there are times when they ask for her advice on which tool will get the job done.

“The guys really trust me,” she says. “I’ll suggest different options and recommend what they should buy.”

For any mobile tool dealer looking to sell to heavy duty shops, Platero says that in the beginning it may be hard but ultimately, they will get more and more comfortable with it.