Follow your customers

May 2, 2012
Tweak your route to accommodate customers who have moved.

When a large Chrysler dealership closed, the shop became part of a chain of "no-haggle" used car dealerships, and now it's on George's route because a lot of his old customers ended up working there. It actually worked out well too, because as he points out, dealership techs don't need to buy as many tools.

George has also picked up new customers by following existing customers to a new stop. After following a customer to a big truck garage, George ended up with just about everyone's business. "They had other distributors there but never a Matco guy, and now I'm number-one there." When asked how he knew that, George said, "Because they tell me. I just call 'em like I see 'em and don't try to pull the wool over anyone's eyes. I just give 'em the service they ask for."

Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to [email protected], and see your suggestion featured here!

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.
Just following a few simple tips can improve your pneumatic tool's performance and provide years of safe, maintenance-free service. Dive in to see what you could apply to your...
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...

Voice Your Opinion!

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