Article > Letters to the Editor

Face-to-Face Selling


I really enjoyed Editor Brian Cruickshank’s The Formula column. Great article.

I liked the way he juxtaposed Advance’s $1 billion in commercial sales milestone against the simplicity of the guy at the counter being the cornerstone of a great wholesale business for 40 years! So many senior managers in the aftermarket overlook the value of the guys on the counter. As we’ve always said, people buy from people. In an industry in which the parts in the box are becoming more commoditized, it’s the face-to-face selling between people and service they provide that are the true differentiators.

Ron Levene
Former AWDA Chairman

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