Sales Tip: Tools come second to building relationships

Columbus-based independent distributor Kevin Wampler has always put extra effort into making his customers feel heard and seen by him, visiting them consistently even through personal tragedy, uncertainties, and the other struggles and stresses that come with this industry.

“I don’t see myself as a tool distributor first. That’s secondary," he says. "My primary job is to learn [from] people and do life with them.”

That mindset shapes how he approaches every stop on his route. Conversations rarely begin with product pitches. Instead, they focus on how customers are doing, how work has been going, or what challenges they are facing both inside and outside the shop. Tools enter the conversation naturally when they are relevant.

That approach leads to opportunities he does not anticipate. In one instance, a local school shop purchased a piece of equipment through another channel. When issues arose after installation, the shop turned to Wampler for help. Rather than walking away, he took the time to research the issue, work through the necessary steps, and ultimately fix their problem.

“I just want to help them fix the problem,” he says.