Greetings Direct Jobbers,

 

As a Direct Jobber, you understand the importance of diversifying your AMSOIL customer base. A successful AMSOIL business often resembles a good investment portfolio.  Sound investment portfolios made up of different financial instruments weather economic hard times and provide solid returns in good times.  Strong, successful AMSOIL businesses should also be diversified with personal groups consisting of Dealers, Preferred Customers, retail-on-the-shelf accounts  and commercial accounts.  The question is, do your Dealers understand this approach?

 

New AMSOIL Dealers often focus on business that falls within their comfort levels, which is natural and expected.  But these Dealers also need to step outside their comfort zones and challenge themselves.  The biggest challenge seems to be bringing in new commercial accounts.  On the surface, these accounts can appear intimidating.  There is the perception that a great deal of technical knowledge is required to be successful in the commercial arena .This may be true with those accounts that employ large or very specialized equipment, but that does not apply in most cases.  

 

Encourage your Dealers to target  the “low hanging fruit”--  those owner operators of small automotive fleets, landscape contractors and small construction companies, just to name a few.  These commercial accounts-- these small businesses at the core of American economy-- are often overlooked.  This market niche’ is a perfect fit for AMSOIL Dealers.  A Dealer’s technical knowledge is not the primary driver of success with these accounts, but a good understanding of engine oils, two-cycle oils and AMSOIL lubricants in general is.  These are the accounts that will really benefit from the money saving features of AMSOIL products, and they will thank you for it. 

 

So at your next Dealer meeting or during the next telephone conversations you have with a members of your personal group, encourage them to challenge themselves.  Encourage them to step outside their comfort zones and target commercial prospects. There are many opportunities in the commercial markets to add smaller, yet profitable customers to their AMSOIL business portfolios. 

 

And remember, there are already tools in the Dealer Zone ( Field Sales Tools ) to help target these types of commercial businesses.

 

Sincerely,

 

Tim W. Golden

Regional Sales Manager, Central U.S. & Eastern Canada

AMSOIL INC.

715-392-7101 ext. 6459

715-399-6659 fax

tgolden@amsoil.com

www.amsoil.com

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