Rob Stenberg
Director Dealer Sales
This month’s column has been a little tougher to write than usual. It focuses on one often-unpopular word: Attitude. There, I said it. It is unpopular simply because most people don’t want to inspect this trait in themselves to see how their attitude appears to others. Many people become defensive and feel that their attitude is great, even though others would disagree. But, if you want your attitude to remain positive, you need to inspect and work on it every day. It will affect your ability to grow your business; that is evident in the many emails and phone calls the Dealer Sale Department receives from Dealers across North America. As you know, the lubricants market has been very volatile as of late and product prices have increased for all lubricant companies (some more than others) over the last four to eight months. This is where attitude kicks in. We have had Dealers call to inform us that they are having record sales years, that the price of AMSOIL is extremely competitive, they are happy our prices have increased fewer times than the competitions’ and that greater acceptance of our products’ extended drain capabilities has their business going gang-busters. Sales are great; keep up the super job of supporting the Dealers. Of course, we love getting phone calls like those.
On the flip-side, we have also received emails and phone calls from Dealers informing us that their business is down, that prices are too high, shipping is too costly and should be free and that selling AMSOIL is too tough. One Dealer even went as far as to say he could sell a pound of dirt to an earthworm, but he couldn’t sell AMSOIL. What is the difference between these calls and the calls received from those whose AMSOIL business is growing? Yep, that one dirty little word: Attitude. This is not something new. Henry Ford said it best: “If you think you can, or if you think you can’t, you are probably right.” Look at maintaining a positive attitude as you would maintaining personal hygiene. If you want to keep clean, a daily shower is recommended (and your family and friends will appreciate it). If you want to have a positive attitude, it is recommended that you work on it on a daily basis. Read all you can about having a positive attitude. If you enter the words “positive attitude” into the amazon. com search function, it returns a list of 580 books on the topic. I happen to like Jeffery Gitomer’s book, “The Little Gold Book of YES! Attitude: How to Find, Build and Keep a YES! Attitude for a Lifetime of SUCCESS.” This book will cost you about $11 plus shipping (Hint: did you notice shipping is not included in the price of the book?). I would say that is a pretty small investment to start your personal library of books on attitude. That’s right – you can’t read just one book on the subject. Another book I really like that addresses a positive attitude is “The Greatest Salesman in the World” by Og Mandino. This book has been out for years and is a classic that should be in every AMSOIL Dealer’s book collection.
I found this quote on attitude and really thought it hit the nail on the head.
Remember, your attitude is probably going to be one of the biggest determining factors for your future success in building your AMSOIL business. The Dealers we talk to who have positive attitudes and believe they can, and will, grow and sell more AMSOIL products are doing just that. Those who believe the marketplace is down, things are tough, prices are too high and their business won’t grow are seeing those results. So, of these two Dealer segments, who is right? They both are. Sure, skills, support and values will also play a part in growing your AMSOIL business, but attitude is what you will be known for by your customers. Attitude will determine your altitude in the growth of your AMSOIL business.
Good Selling!