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. 

via MAC Tools

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.


So, what’s a typical mobile jobber’s day like? (more…)

Share this:

Distributor Survey Shows Online Training from Manufacturers Helps Them to Recommend and Sell More Products

If you’re a manufacturer who sells through a distribution channel, you need to think about training. A recent survey by BlueVolt indicates that distributors who are trained online recommend and sell more.

It makes sense – most distributors stock over 20,000 items and it’s impossible for them to know about each one of them. It stands to reason if they feel comfortable about a product, it makes it easy for them to recommend it.

Think beyond new product launches as well. Look at some of your core product that might be considered by the end user as a commodity. What better way to differentiate your product from the pack than by training the people who have influence over what users buy?

And what’s more interesting is that these folks are requesting online training mentioning manufacturers by name. Talk about an opportunity! You need to think of training as a selling tool, not a marketing expense.

About the study:
BlueVolt, starting in the fall of 2009, sent out a survey to employees of distributors who took online training within the major buying groups and associations. Among the industries covered were Electrical, Plumbing, HVAC, PVC, Construction, Industrial and Flooring. Job titles included sales (inside and out), counter people and CSRs, to name a few. A total of 1291 surveys were sent out and 1210 were returned for a 94% return rate. The respondents were given the opportunity beyond just answering the questionnarie to identify, by name, those manufacturers they wanted more training from.

Regarding increasing sales and improving customer service:
– 81% said that they sell more as a result of learning through BlueVolt
– 94% said their customers rely on them to recommend products or manufacturers
– 89% said that they service their customers better as a result of online training from BlueVolt
– 63% said they recommend products at least once a day
– 57% said they recommend products 2-5 plus times a day

If you like this post, please pass it on.

Here are other posts that might be of interest to you:

Use Online Training to Educate Tradesmen Part 1

Use Online Training to Educate Tradesmen Part 2

Share this: