When it comes to our work, it’s easy to get sucked into what’s typical. In fact, it makes sense to follow the norm, especially if you’re just starting. You start with the basics to grasp what to do, and you follow the example of what others are doing around you. From there, it can be easy to get complacent.
However, if you’re looking to shake things up with your business, it may be worth it to start expanding your horizons, and by that, I mean finding customers who may be outside of your comfort zone.
Having spoken with many of you over the years, I know how common it is to go from vehicle technician to mobile tool distributor. Vehicle techs will always need new tools, whether they’ve broken an old tool, appear to be collecting them like Pokémon, or need something specific for the job they’re working on, you likely won’t be short of business in this industry.
Notice how I said “likely?” For some distributors, selling to those who repair vehicles will be enough, but no two routes are the same. For those in an area where dealerships, automotive repair shops, heavy duty repair shops, and the like are few and far between, consider reaching out to more agricultural-based customers like farms, vineyards, or orchards.
Independent distributor Matt Rowaan’s route runs through Ontario, and with the large number of wineries in Niagara, he’s able to sell tools to a company that services and sells equipment to harvest grapes.
“They’re not seeing people off the street [like technicians do], but they need tools too,” Rowaan says.
If your route doesn’t venture out to rural roads, there are still many other customers to look into. Similar to vehicle repair, there’s also motorcycle repair, aircraft repair, marine repair, heavy equipment, etc.
In this month’s cover story, independent distributor Brian Deakins moved cross-country and had to establish a new route. To do this, it was a balance of putting himself out there and being open to new opportunities.
“I just started driving around, and I’d pull into shops,” Deakins says. “Then other times there’d be people somewhere, they’d see me and ask me to come by, like with the DOT garage. I didn’t know where that was, but they saw me somewhere and stopped me and asked me to come over. It goes a little bit of both, me pulling in or somebody asking me to stop by.”
What customers do you visit that are outside the “typical?” Are you finding success with these customers? Shoot me an email to let me know!
