Stay stocked up

You can’t sell what you don’t have. So it’s important to keep tabs on your inventory and stay well stocked -- especially on your most popular items. Remember: a well-stocked truck is a well-shopped truck, according to Professional Distributor columnist, Phill Sasso.

Sure, you can always take custom orders. A good customer will be willing to wait for the odd specialty tool or the expensive equipment purchase. But no one wants to wait a week for the tool you should have in stock. They don’t want to wait a week or two for a deep-well SAE socket set when they can get one tomorrow from another dealer.

Also remember customers love to see new things. So try to have a spot on the truck where you feature a new item every week or two.

Read more about Sasso's sales strategies for being a better shopkeeper, in the August 2011 Professional Distributor Sales Q&A column by clicking here. 

Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to salestips@pten.com, and see your suggestion featured here!