Welcome! This content is housed in a special section of our website designed for mobile tool distributors selling tools and equipment into the automotive aftermarket.
Articles written for mobile distributors are now only accessible with a unique login, to ensure this information stays exclusive to the mobile distributor community and isn't available to the public.
By registering to access this special section, you get full access to all of the content in VehicleServicePros.com magazine, along with exclusive online content that gives you an inside scoop on hot new products, exclusive stories, sales tips, technical information and more!
You will also need to be a qualified subscriber of VehicleServicePros.com to gain access. Subscribe to VehicleServicePros.com now or have your subscription ID ready.
It only takes a few minutes to register and verify your credentials. Register only once and simply use your login information when you return.
Login now to access exclusive content and learn more about how to make your mobile tool distribution business more efficient and profitable!
He recalls the time when a customer owed him $15,000 for a toolbox and was falling behind on payments. Matco worked out an arrangement with the shop owner, whereby the shop automatically deducted a certain amount for three years until the payment was complete. There was no penalty charged for the tardy payment.
Another key selling point is the Matco warranty. “If it’s Matco, I warranty it,” he says.
Winstel has also replaced other companies’ tools for customers if he thinks it will win him future business.
Explain the benefits
Customers sometimes tell him they can get the same tools for less at “big box” stores. Winstel responds that the “big box” store will not give credit and they don’t have as much product variety.
Sometimes a customer says something is available for less money on eBay, in which case he tells them when they need it repaired they can try and send it back to eBay. “Nothing’s for free,” Winstel tells his customers.
It's fine to be in a Christmas spirit, even year-round, but create holiday specials without undercutting your margins.
Tips on how to not let customers push payments to a future time.
There are benefits when working with a flag regarding financing and warranty.