As independents, distributors can have a more difficult time writing paper, so every customer purchase is placed on a truck account. This means more involvement for vetting customers and selecting the right ones to do business with.
“Because we don’t have the ability to write contracts, I can’t sell big ticket items. You’ve got to hustle a little harder,” says Klug.
As an independent, you don’t have any other distributors to relate to – no one to mentor or get ideas from. Klug likes when people ride along with him, because he feels like it helps shine light on the tunnel vision he would otherwise deal with.
Another challenge that many distributors face is the constant movement of products on the truck, going from stop to stop, particularly on rougher roads.
“As you drive around, stuff flies everywhere. As shipments come in, stuff has shifted and you don’t get to put stuff where it should be. It’s an ongoing battle,” says Klug.
