With an assortment of products to sell, it’s a good idea to have at least some idea of how they all work and which are better for what repairs.
“You want to be able to have a conversation because you are the quote-unquote expert to the techs,” Anderson says. “They come to you. They get on your truck. Therefore, you’ve got to be knowledgeable about what you're selling. If you're not confident in what you're selling, you're not gonna be able to sell it.”
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.
