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.”

Sponsored Recommendations

Gain expert insight into today’s evaporative emission systems and why OE-matched EVAP components are crucial for performance and compliance. See how Standard® delivers precision...
There is a difference in gas fuel injectors. Learn why Under the Hood’s Russ Evans uses Standard Fuel Injectors on his customer’s vehicles.
Hear what senior autotechs have to say about the AIRCAT Nitrocat 1056-XL compact impact wrench. They’ll provide their reviews on tools they own and have been using every day on...
See how the new AIRCAT HVLP Gravity Feed Spray Gun delivers high-quality finishes with reduced overspray designed for efficiency and control.

Voice Your Opinion!

To join the conversation, and become an exclusive member of Vehicle Service Pros, create an account today!