february2023 - 36

GO SELL SOMETHING
If 'Wishin,' and Hopin,' and Prayin''
don't pay the bills, more sales will
Major or Independent, there are limits on the number of customer
opportunities and realistic hours in the day you can sell.
By Alan Sipe, Contributing Editor
" Wishin' and Hopin' " was a Top 10 hit for Dusty Springfield in 1964.
A
s a mobile jobber for a major
brand, you either have a set
number of technicians on your
route or a set geographic boundary
controlling your selling efforts. Being
an independent mobile jobber, your
efficiency, selling time, and logic
determine the ground you can successfully
cover. Major or independent,
there are limits on the number of
customer opportunities and realistic
hours in the day you can sell.
It's always easy to think that you
only need a bigger territory or access
to larger dealerships to be a Top 100
dealer (but this is probably not going
to happen). You could wish for lower
prices, higher margins, and fewer
backorders (I guarantee that this is
not going to happen). And finally,
you can hope that one of your competitors
drops out of the business
since he is a price-cutting pain in
your wallet!
36 Professional Distributor I February 2023 I VehicleServicePros.com
So, if wishing, hoping, and praying
are not going to help, there is only one
thing remaining. You are going to have to
accept the cards (aka, technicians) you've
been dealt and make the most of it.
This month we're looking at ways
for you to look at your customer and
prospect base to build your revenues
with the opportunities you have.
I imagine you have a good idea
of who are all the absolute tool nuts,
good customers, sporadic customers,
Image: Wikipedia, Dusty_Springfield

http://www.VehicleServicePros.com

february2023

Table of Contents for the Digital Edition of february2023

Editor's Note: Car crashes cost each American $1,035 per year
Sneak Peek
Most Wanted
Selling welding and collision tools to body shops
In Focus
Diagnostic Tech: Top Diagnostic Tools for 2023
Show Me Your Truck: Community matters
Go Sell Something: If 'Wishin', and Hopin', and Prayin'' don't pay the bills, more sales will
Driving Sales: Lighting
Tales From the Road: Being in control
february2023 - 1
february2023 - 2
february2023 - 3
february2023 - Editor's Note: Car crashes cost each American $1,035 per year
february2023 - 5
february2023 - Sneak Peek
february2023 - 7
february2023 - 8
february2023 - 9
february2023 - 10
february2023 - 11
february2023 - 12
february2023 - 13
february2023 - Most Wanted
february2023 - 15
february2023 - Selling welding and collision tools to body shops
february2023 - 17
february2023 - 18
february2023 - 19
february2023 - 20
february2023 - 21
february2023 - 22
february2023 - 23
february2023 - In Focus
february2023 - 25
february2023 - 26
february2023 - 27
february2023 - Diagnostic Tech: Top Diagnostic Tools for 2023
february2023 - 29
february2023 - 30
february2023 - 31
february2023 - 32
february2023 - 33
february2023 - Show Me Your Truck: Community matters
february2023 - 35
february2023 - Go Sell Something: If 'Wishin', and Hopin', and Prayin'' don't pay the bills, more sales will
february2023 - 37
february2023 - Driving Sales: Lighting
february2023 - 39
february2023 - 40
february2023 - 41
february2023 - Tales From the Road: Being in control
february2023 - 43
february2023 - 44
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https://www.nxtbook.com/endeavor/professionaldistributor/october2020
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