Offer small tools in bundles

John Streber of Quality Craft Tools learned early on that by understanding his customers' needs, he could offer the products they need when they need them. "By doing this, we can get a better profit on our products compared to our competitors," he notes.

Years ago, Streber and his brother, Bo, developed a technique that would serve them well for years to come; packaging groups of small tools in bundles. "We can just sell more if it's bundled. Present it that way and a lot times they'll take the whole thing."

He developed a "bargain box," in which incomplete sets of products are kept along with slow selling items. "Bargain box" items are sold at a discount.

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!