The key to a good start, according to Chris Nelson, a Mac Tools distributor, is pretty basic: Get customers on the truck. But this can be trickier than it sounds.
“You’ve got to get guys to the truck, and when you first start out that’s hard to do because everybody is standoffish, they don’t necessarily know that they want to deal with you,” he says. “Just finding your little quirk or niche to at least get guys to give you a shot – that’s kind of hard.”
He recommends getting on the good side of one person at each stop. It can be the shop owner, a manager, or a technician that the others look up to. Whatever the case, it pays to get on their good side early on.
