DISTRIBUTOR PROFILE
10 Professional Distributor I December 2018 I VehicleServicePros.com
Mac Tools Distributor Joe Hardin drives an 18’
MP45 2006 International.
We still have a close relationship, and I
think the world of him."
Over time, Hardin’s work ethic and
sales only improved. Hardin finished in
Mac Tools' Diamond level the last two
years; he was 52nd in 2016 and 57th
in 2017. Mobile dealers who reach over
$430 thousand in purchases qualify for
the “Diamond” title.
Watch and sell
One of the first stops on Wednesday
morning is a heavy duty shop called
D&B Trucks. D&B builds brand new
trucks with remanufactured engines
from older non-emission trucks. Each
truck has a builder and helper; technicians
typically start out at the shop as
a helper before moving up to a builder.
Hardin grabs his Mac Tools duffle bag
full of product and exits the cab.
It’s a “good stop,” according to Hardin.
“The only kicker is, the clientele
doesn’t come out to the tool truck,” he
says. “Honestly it’s not that bad, because
it would take me four hours to run this
shop if they came out to the truck.”
He explains, of the 40 or 50 employees
here that buy from him, most are
fairly new to the business and are just
starting to build up their tool supply.
The phrase “show and tell” describes
a common approach to mobile tool sales.
Hardin does indeed “show and tell,” but
he takes it one step further. For him,
sales is all about observing, and offering
a solution that directly addresses an
immediate need. It’s more like “watch
and sell,” he says, and it works for him.
“I don’t really consider myself a
salesman," he says. "I am, but I show
products to people that I think will
make their jobs easier. If it will make
you faster and more productive at your
job, you’ll make more money. And I
just watch. I really watch my customers
when I’m in the shop.
Mac Tools, show deals and
vendor support
Mobile Distributor Joe Hardin says
calculated purchases at tool shows, as
well as having support from Mac Tools and
vendors, can provide a great boost
to business.
“I have a lot of connections with Mac Tools,"
he says. "That’s a big thing for me. You can
definitely save money at tool shows – buy in
volume. It’s going to be stuff that I sell. I didn’t
purchase it on a whim. I buy stuff that I get
deep discounts on, and that I sell all year long
to make better margins.”
It doesn’t hurt that Hardin has had 20 years
of practice.
“Even if you don’t buy a single item at the
show, the vendor support is invaluable,” he
adds. “I’ve gotten so many issues resolved.
You go to their booth, say ‘We need to talk,’
and they’ll want to quiet you down. Well, I
don’t quiet down until I get done what I
need to get done,” he laughs.
/VehicleServicePros.com