Sales Tip: Repairing relationships

Aug. 10, 2016
The route Nicolas Kapp took in Savannah, Ga., was in poor shape prior to coming on board. With the help of Goliath Tools & Equipment owner Myron Colley, Kapp took over and has seen steady success.

Nicolas Kapp joined Goliath Tools & Equipment, and multi-route independent business, in February 2016.

The route he took in Savannah, Ga., was in poor shape prior to coming on board. With the help of Goliath Tools & Equipment owner Myron Colley, Kapp took over and has seen steady success.

“We had a lot of people that we had to get back straight to get back on the truck, because people had ruined our reputation down here. I had to build the reputation back up,” says Kapp. “If I’m not going to be here, if I’m sick or something, I’ll call to tell you I won’t be able to see ya’ll this week.”

Kapp’s approach is to reach out to every current and potential customer in the shop.

“I try to walk through every shop I go to and talk to almost everybody. A lot of tool truck drivers don’t do that; they have their clientele already, and just stay out on their truck and wait for them (customers),” he says.

“Most shops I go to, I get out and walk through the whole shop and let everybody know I’m there. That way, if they need something or want something, they come out.”

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