Sales Tip: The 3-minute window

Every industry has its challenges, but Cornwell Quality Tools distributor Troy MacRae notes that one of the most difficult parts of being a distributor is maintaining “relevant” or “trendy” inventory or even just keeping products in stock. 
 
“Out of stocks [are] probably the worst thing you could have on a tool truck, and sometimes it's out of your control,” MacRae says. 
 
However, after spending 33 years in the beverage industry, MacRae learned a lot about marketing and sales. 
 
“You got to know what they need and you gotta be able to have it on the truck,” he says. “Because when guys come on the truck, basically, you get a 3-minute window. They're not there to socialize and ask you how your day is. They're in there to get the tool.”