Rule No. 1: Get paid.
“Everyone has to pay me,” says independent tool distributor Nick Morello. “It’s never ok not to pay. If a guy says, ‘I don’t have my money today,’ and you [mention] one time, ‘Oh it’s ok … [then] they’re going to miss you continuously. And that’s the death of the tool dealer. You’ve got to tell them, ‘Dude, I need to get paid; this is how I pay my bills.’”
Rule No. 2. Go to the show.
Morello frequents mobile shows and warehouses like ISN, Medco, Neu and M. Eagles religiously. He does not go with a list in-hand.
“I shoot from the hip,” he says. “I go [to shows] looking to make direct contact with the manufacturer. If you go there and find two or three (new) things to sell – which I always do – it’s a game-changer. If you’re an independent dealer, you owe it to yourself to go to a tool show. You do! It’s free. That’s the first thing. You’re going to learn something – that’s the second thing. It should be required.”
Rule No. 3. Warranty. Always.
“Warranty the guy’s tools; never ask how he broke it,” Morello says. “What does it matter? If you question a guy, they’re not going to deal with you. If a guy orders something; bring it. Do what you have to do to make these guys happy.”
Rule No. 4. Smile
“If you don’t smile when you see me, we can’t do business,” Morello says. “I want you to be happy to see me like I’m happy to see you. I tell [my customers]: ‘I’m the best tool dealer you’ll ever have. But, one, you gotta pay me and, two, you’ve gotta smile.’”
