Do What You Say You're Gonna Do (with Jeff Buster from Buster's Industrial Supply) | Ep. 33

Most sales playbooks tell you to follow the script, hit the cadence, and move to the next number. Jeff Buster did it that way for a while, too - until he stopped, started just being himself, and became one of the top sales reps in the nation at one of the world's largest industrial MRO companies.ㅤKyler Nixon sits down with Jeff Buster, Owner and President of Buster's Industrial Supply in Fort Worth, Texas, to talk about what it actually takes to build relationships that last 20 years. Jeff walked away from a corporate career, started his own company in 2015, and has been taking market share in the DFW industrial market ever since - without a big ad budget or a national account team.ㅤThe conversation covers the founding moment Jeff describes as getting fed up making the right call for a customer and getting reprimanded for it, why VMI now makes up 70-80% of Buster's revenue, and how Jeff approaches direct sourcing and building a proprietary product line on top of a distribution business.ㅤ👤 Guest BioJeff Buster is the Owner and President of Buster's Industrial Supply, a Fort Worth-based MRO distributor he founded in 2015 after nearly two decades in industrial sales. Buster's serves fleet, automotive, construction, manufacturing, and government customers across the DFW area, offering 50,000+ line items, VMI programs, custom product development, and a proprietary branded product line. The company was voted "Best of Industrial Equipment Suppliers" Fort Worth 2024.ㅤ📌 What We CoverWhy Jeff ditched the corporate sales script - and how going off-book turned him into a national top repThe moment he told his employer to get bent and launched Buster's Industrial Supply the same dayHow showing up to a customer who said "we can't buy from you" ten times eventually turned into running their entire department with several thousand SKUsWhy VMI accounts for 70-80% of Buster's business and why that model still wins against national competitorsThe stair-step approach to deciding whether to one-off a product, stock it for one customer with a purchasing agreement, or bring it into the full lineupQuarterly warehouse turns as the core inventory health metric - and why that discipline protects profitabilityGoing direct to overseas factories for sourcing, preferring DDP (Delivered Duty Paid) to sidestep customs complexity, and why product knowledge is the real barrierThe Buster's Industrial private label product line - including a reverse-engineered non-acid concrete dissolver built to solve a real customer problemㅤ🔗 Resources MentionedBuster's Industrial SupplyJeff Buster on LinkedInKyler Nixon on LinkedIn