This article is an excerpt from Episode 12 of Alchemy-Spetec's podcast The Injection Connection, featuring Outside Sales Representative at All-Tex Supply, Inc. Josh Van Hook. Josh has over 18 years of experience as a distributor in Austin, TX and one of his passions has been chemical grouts. (If you'd rather view or listen, an audio/visual version of this excerpt is posted at the bottom of the article.)

Charlie Lerman: As manufacturers, we love to do all these demos and training sessions and all that kind of stuff. As a dealer, what do you see that seems to be most effective, that helps out your contractors the most, and that leads to more sales generation for you guys?

Josh Van Hook: In my eyes, as a distributor, we get paid to keep material on the shelf and keep stuff in stock. To me, that's probably the most important thing: being able to provide the product to the customer when it's needed. Unfortunately, chemical grouts are not something that most people have plenty of time to plan ahead for, and put together orders and wait for them to be shipped in. As a distributor, that’s what I’ve always focused on. One point I emphasize to the guys that have worked under me (and the guys that I’ve worked for have emphasized to me) is that you've got to have material to be able to sell it. That's the number one thing in my mind regarding a benefit that we can provide to the contractors. That and a little bit of knowledge.

Charlie: Exactly as I led off with at the beginning of our conversation, the three most important things - first off is it there? So, I remember when I was a contractor, we had a chemical grout company talk to us and it sounded great. We were all set, we're going to switch over to their products. And like, when do we get it? Like, you let us know and we'll ship it out to you, it’ll be there in three days. Like, okay, we're done here.

Josh: Yeah, that doesn't work. From our side of it, if we have it, we're going to sell it. That's the main thing.

View the video version of this excerpt...

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