Sales Tip: Stay on top of your business

June 13, 2024
Between shopping, selling, and driving, distributors don't have a lot of time to spare, so you've got to make the most of it.

While driving his route through Paulding, Fulton, and Cobb counties in Georgia, independent distributor Doug Adams runs into the same problem many distributors do — making collections.

“It's a brutal industry,” he says. “I tell people that I'm not in the tool business, I'm in the finance business, and that's what we do, we finance tools to people. And there's where the tricky part comes in, collecting your money is a very big task and it's something that you stay on non-stop.”

To stay on top of this, Adams likes to get out on his truck early — 4:30 in the morning early — and get everything for the day situated. With no one around to disturb him, he studies up on his customers, the collections he needs to make, and his products. While early morning may not work for everyone, having a dedicated time for review is a key part of keeping business running smoothly.

About the Author

Emily Markham | Editor | PTEN and Professional Distributor

Emily Markham is the editor of  Professional Tool & Equipment News (PTEN) and Professional Distributor magazines. These publications are part of the Endeavor Business Media Vehicle Repair Group.

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