Sales Tip: Non-traditional stops

Nov. 26, 2019

Stopping at a location that is outside of your normal routine could unearth untapped sales opportunities.

Steve Johnston, independent tool dealer and owner of SJ Enterprises, runs his route in Marshall County, Alabama. Johnston suggests stopping at the 'non-traditional' locations - they may pay off.

Johnston decided to pay a visit to a lumberyard, which had never had a tool dealer visit before. Despite never having a tool dealer, the enormous facility does, in fact, have many guys using tools.

"I went out there one day and made $1,000 ... and they all paid in cash," Johnston says. "I've been going back since and they've been great customers."

About the Author

Sara Scullin | Editor | PTEN and Professional Distributor

Sara Scullin is the editor of PTEN and Professional Distributor magazines. These publications are part of the Endeavor Business Media Vehicle Repair Group, which includes Fleet Maintenance, Professional Tool & Equipment News (PTEN), Professional Distributor magazines and VehicleServicePros.com.