Proper care and feeding of your mobile jobber

As part of my (Rachel) own training, I spent the day riding along with a MAC jobber. It was an interesting and eye-opening experience, and I learned more about sales in that one day than ever before. Mobile jobbers are a unique distribution channel that marketers in the B2T space need to better understand. Today we have a guest post from Alan Sipe that provides insight into the world of Mobile Jobbers. Alan is President of Toolbox Sales and Consulting and has more than 40 years of experience including Sr. VP of Sales and Marketing for Klein Tools and President of KNIPEX Tools. His insights in selling through various distribution channels and professional contractors are invaluable.  Every 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 jobber's day like? 12127read more >