TOMMY BOY

FACE-TO-FACE

• Meets individually with distributors
• Old channels used to create new
• Product knowledge to tell the clients

COMMODITY PRODUCTS

• Creation of distribution channels
• Better reach to customers
• Continued contact with past distributors
• Manufacturer of brake pads & oil filters

SHARE OF MIND

• Captures share of mind throughout channel
• "For the people by the people"
• Connects with Zalinski's commercial pitch

TAILORED PITCH

• Tailors the pitch per client
• Thinks of how best to save the company while making customer happy
• Overcome negatives with extra incentives
• Very persuasive sales techniques which (eventually) produce results