April '17

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8 THE SHOP APRIL 2017 E very Tuesday at about 10 a.m. or Wednesday at 3 p.m. here comes the Cornwell, MAC, Matco, Snap-on or independent mobile jobber representative into your shop. If they are good at their job, with each visit he or she will be demonstrating the latest and greatest tools for you to purchase. They will also be taking care of your broken tools and delivering your previous orders. But, how much do you really know about this visitor? What's their business story? It sure looks easy, walking around showing a bunch of tool nuts (mechanics) cool tools, doesn't it? Well, good mobile jobbers make it look easy. But, not surprisingly, there's more to it than meets the eye. DAILY ROUTINE So, what's a typical mobile jobbers' day like? First stop at 7:30 a.m. and last stop at 5 p.m. with 15 -20 stops and 25 phone calls in between. Once back home they must reload the truck with what they sold today, do their financial paperwork, order new and special-order merchandise and all the other fun-filled tasks of owning a small business. Good jobbers show up at their stops about the same day and time each week, so their customers know when to expect them. They will first distribute monthly sales flyers to technicians, showing which tools are on promotion. Next, they will collect their money from those with open accounts, and finally, they will deliver previously placed orders and demonstrate new products. All in all, a good, professional mobile jobber works hard and long—just like his customers—and makes a decent living, just like you. It's interesting to note that previously being an automotive technician gives a new mobile jobber a little leg up in the business, since he or she understands a technician's job. TOOL TRUCK 8 THE SHOP APRIL 2017 Proper care and feeding of your mobile jobber. By Alan Sipe TIPS There's more to building a strong relationship with your mobile jobbers than meets the eye. (Photo courtesy Cornwell Tools)

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