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Tips for Conducting a Successful Sales Visit 

Make the most of your time out in the field. We've gathered tips to help you prep, cover topics in store, and follow up.

Pre-Visit Preparation 
  1.  Research 
    1. Analyze shop profile and customer demographics 
    2. Review current product offering and market gaps 
    3. Check if they currently carry TWG brands 
    4. If so, how much have they recently bought? Where are the opportunities to expand or add on?  
                 2. Define Your Objectives for the Visit  
            1. Identify purpose of visit (new account, upsell, re-engagement, etc.) 
            2. Set specific sales goals or product focuses 

                      3. Bring Your Sales Tools

                                a. Catalogs, Resource Guide/Line Card, New Product Flyers

                                b. Dealer price sheet

                                c. iPad/tablet/laptop with product visualizer and the ability to check inventory/
                                    place an order  

                                d. Products: New Wheel or Accessories  

               

              Dealer Visit Dos and Don'ts 

              Do: 

              • Show up 5–10 minutes early 
              • Be conversational, not robotic 
              • Bring a win-win mentality (not just "buy this") 
              • Know top 3 product suggestions before walking in 

              Don’t: 

              • Talk poorly about competitors 
              • Show up empty-handed 
              • Oversell if they’re not interested 
              • Leave without next steps 
              At the Shop 

              “Hi, I’m [Name] with TWG. I’m stopping by to learn more about your shop and see how TWG might support your business goals, mind if I ask a few quick questions?” 

              1. Build Rapport
              • Introduce yourself and TWG 
              • Ask open-ended questions about their business 
              • What brands do you currently carry? 
              • Who are your current suppliers? 
              • What challenges are you running into with pricing, supply, or style selection? 
              • What are your most in-demand sizes or vehicle fits? 

                       

                            2. Present the TWG Difference as a Trusted Advisor 
                      • Highlight the breadth of TWG brands: 
                        Mayhem, Cali Off-Road, Dirty Life, Ion, Ridler, Touren, AMP Tires 
                      • Dirty Life = ultra-tough / race-ready 
                      • Cali Off-Road = bold and aggressive 
                      • Touren = clean Euro street look 
                      • Mayhem = trusted off-road design 
                      • Ion = reliable / value-driven 
                      • Ridler = retro muscle / modern fitment 
                      • AMP Tires = aggressive tread / affordable performance 
                      • Position brands according to their market:  
                        off-road, passenger vehicle, premium, value 
                      • Use visuals (3D configurator, sample products, catalog, flyers) 
                      • Share the available resources TWG provides to help their shop 

                       

                      Handling Objections

                      Common Objections and Responses: 

                      • "We already have a supplier." → "TWG complements what you carry, offering styles and fill rates that enhance your current lineup." 
                      • "Our customers don’t know your brands." → "We support dealers with marketing, displays, and training to build brand awareness." 
                      • "Pricing is tight." → "Our dealer programs improve margins through incentives and logistics support." 
                      • If the buyer isn’t available: Leave behind your card + a short flyer and follow up via text/email within 24 hours. Note on HubSpot 
                      • If they’re short on time: Ask to quickly leave a one-pager and schedule a follow-up call. 

                       

                             3. Closing the Sale
                      • Ask for the Order 
                      • Recommend a starter bundle or top-selling SKUs 
                      • Mention promotions or limited availability 

                       

                              4.  Finalize Next Steps 
                      • Fill out dealer setup forms or order sheets 
                      • Confirm shipping logistics 
                       Follow-Up 
                      1. Post-Visit Email
                        Recap discussion and action items
                        Send digital materials to support discussion (flyers, catalog link, TWG Garage link) 
                            2. HubSpot Update
                                 Record visit outcomes, objections, and commitments
                                 Schedule follow-up calls or emails  
                      Ongoing Engagement
                      • Share monthly promotions or new product launches  
                      • Offer staff training or marketing support  
                      • Plan a timeframe for the next visit  
                      • Send them an item from the Merch Shop 
                      Sales Tools Checklist & Options: 
                      • TWG Line Card & Resource Guide – available on TWG Garage 
                      • Digital and print catalogs 
                      • Dealer price sheets– available on TWG Garage  
                      • New Product Flyers – available on TWG Garage  
                      • Laptop or Tablet to demo the product visualizer online, check inventory and place orders 
                          💡 Key Success Tips 
                          • Know your brands and customer types inside out 
                          • Always speak to profit, style, and availability 
                          • Be confident, consultative, and proactive 
                          • Treat every visit as a relationship-building opportunity, not just a transaction