Professional Distributor - 33

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once or twice a day to reconcile
where your spending is and you
won't have to use your evening time
doing it.
I have had jobbers call a customer
of theirs right from my booth to tell
the customer about something they
just learned. Many times, they sold
the product before they ordered it.
Seek out your company's top salespeople or the salespeople with the
lowest no-pay customers. Don't be
timid - ask them how they do it.
You might learn a new trick or two
and make a helpful friend at the
same time.
Stop by the Professional Distributor
and PTEN booth, meet the editors,
and let them know what you would
like to see in this magazine. If you
do not like my columns, you can
skip this step.
Finally, take some time and

introduce yourself or reintroduce yourself to the company
product managers and other
executives. They really do want
to know who you are, and you
never know when knowing the
big shots will come in handy.

A TRADE SHOW STORY
I was working a trade show at major
company X. An odd fellow stopped by
the booth and asked about our specials.
When I explained our show specials
he said "Oh, no one has asked me for
that, so I don't want any." I asked if
I could teach him the demonstration,
since these items were all selling very
well. His response just floored me. "I
don't do demonstrations, and I don't
just carry items into my sales calls. I
just go into the technicians' shop and
ask them if they want anything today.
They are professionals and already

Streamlight representatives showcase some of
the company's new products for mobile dealers
at a recent trade show.

know what they want." At this point
my brain was about to explode, so I
changed the subject and asked him,
"How's business?" His response was,
"Not very good, I'm thinking of getting out." Inside my head I screamed,
"Really ... what a surprise."
Soon after, his district manager
(DM) stopped by. I asked about this
guy and told this story. The DM
told me he was being let go just after
the show.
The moral of the story is: It pays to
be open to new ideas, even if they don't
seem right to you at first. With all of
the knowledge and expertise from tool
manufacturers and fellow jobbers present at trade shows, it's the perfect place
to learn a new trick - even if you're an
old dog.
Now, go sell something.

Professional Distributor I February 2020 I VehicleServicePros.com 33


http://www.VehicleServicePros.com

Professional Distributor

Table of Contents for the Digital Edition of Professional Distributor

On the Road to Cool Profits
Show Me Your Truck
In Focus Products
Driving Sales
Editor's Note: 2020 and Beyond
Most Wanted
Sneak Peek
Go Sell Something: Make the Most of This Year's Trade Show Season
Diagnostic Tech: Calibrating Forward-facing Radar Sensors
Tales From the Road: Bundle, Tote and Grow
Hand & Specialty Tools Supplement
Specialty Hand Tools: The Problem Solvers
Time to Multitask
Get a Hold on Hand Tool Safety
Electric Vehicle Tool Set
Tool Reviews
Products
M Eagles Tool Warehouse insert
Professional Distributor - 1
Professional Distributor - 2
Professional Distributor - 3
Professional Distributor - Editor's Note: 2020 and Beyond
Professional Distributor - 5
Professional Distributor - On the Road to Cool Profits
Professional Distributor - 7
Professional Distributor - 8
Professional Distributor - 9
Professional Distributor - 10
Professional Distributor - 11
Professional Distributor - 12
Professional Distributor - 13
Professional Distributor - Show Me Your Truck
Professional Distributor - 15
Professional Distributor - Most Wanted
Professional Distributor - 17
Professional Distributor - Sneak Peek
Professional Distributor - 19
Professional Distributor - 20
Professional Distributor - 21
Professional Distributor - 22
Professional Distributor - 23
Professional Distributor - 24
Professional Distributor - 25
Professional Distributor - 26
Professional Distributor - 27
Professional Distributor - 28
Professional Distributor - 29
Professional Distributor - 30
Professional Distributor - 31
Professional Distributor - Go Sell Something: Make the Most of This Year's Trade Show Season
Professional Distributor - 33
Professional Distributor - In Focus Products
Professional Distributor - 35
Professional Distributor - 36
Professional Distributor - 37
Professional Distributor - Diagnostic Tech: Calibrating Forward-facing Radar Sensors
Professional Distributor - 39
Professional Distributor - 40
Professional Distributor - 41
Professional Distributor - Driving Sales
Professional Distributor - 43
Professional Distributor - 44
Professional Distributor - 45
Professional Distributor - Tales From the Road: Bundle, Tote and Grow
Professional Distributor - 47
Professional Distributor - 48
Professional Distributor - Hand & Specialty Tools Supplement
Professional Distributor - A2
Professional Distributor - Specialty Hand Tools: The Problem Solvers
Professional Distributor - A4
Professional Distributor - Time to Multitask
Professional Distributor - A6
Professional Distributor - Get a Hold on Hand Tool Safety
Professional Distributor - A8
Professional Distributor - Electric Vehicle Tool Set
Professional Distributor - Tool Reviews
Professional Distributor - A11
Professional Distributor - A12
Professional Distributor - Products
Professional Distributor - A14
Professional Distributor - A15
Professional Distributor - A16
Professional Distributor - M Eagles Tool Warehouse insert
Professional Distributor - B2
Professional Distributor - B3
Professional Distributor - B4
Professional Distributor - B5
Professional Distributor - B6
Professional Distributor - B7
Professional Distributor - B8
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