Sales Tip: Tailor your approach for each shop

In his route through Oceanside, Carlsbad, and Encinitas, California, Mac Tools distributor Stephen Fultz stops at dealerships, independent shops, and some aviation service stations. For the dealerships he services, they tend to purchase a lot of hand tools for general maintenance on vehicles that aren’t necessarily that old.  

“They have to focus on getting the cars in and out as quickly as they can,” Fultz says. “A lot of the dealerships will supply the diagnostic tools for them.” 

On the flip side, independent repair shops might see a range of vehicles from old to new so they need the proper tools to get the job done. To meet their unique demands, Fultz offers both options of products that will service the new cars – whether that be diagnostic or something more specific like ADAS-related equipment – and keep older cars on the road. He reads his routes, getting to know them well enough that he knows what tools will sell where. 

In this industry, staying on top of things is part of what makes you successful. By keeping himself available to his customers, even if it’s just a phone call, Fultz ensures that they know he’s there for them and he values their business.

“I make sure that I have really good customer service and that I’m at the shops every week,” explains Fultz. “I make my presence known to them.”