If you are an independent mobile jobber, you may be able to secure some OEM capital equipment lines to sell in your territory. This is possible as a manufacturer’s representative sub-rep or an actual salesperson for the manufacturer. Just be sure you understand what will be expected of you and how you will be paid. Remember that your tools and equipment business is your primary income maker, so you don’t want to lose sight of that. Selling capital equipment is somewhat different than selling tools and equipment to working technicians. The profit margins are lower than your normal ones but the dollar volume is much higher so the money can be excellent.
As you are setting up your presentation, be very sure that you are speaking to the decision-maker. A shop foreman at a dealership certainly has an influence on a purchase but the general manager, or maybe even the owner, makes those decisions. An easy way to ensure you are presenting to the decision-maker is to ask your contact this question. “Is there anyone else, in addition to you who will be involved in making the decision on this purchase?” If your contact says no, they are the only one just say something like, "So if you see something you like today you can make the purchase?”
If your contact says that the owner or general manager will be involved, then ask to have them at the presentation so you can answer any of their questions on the spot. This line of questions and answers gives your contact a gracious way to let you know they are or are not able to make this decision. You can also expect the decision-maker to require a formal quotation and they will probably get competitive bids as well.
With a little bit of thought and networking, bird-dogging for others is a nice way to put a little extra in your pocket.
