Q: My DM says I need to rotate inventory so the truck layout is always changing. But an old-timer who’s sold tools for my flag for years tells me it’s better to keep things in the same place so you and your customers always know where to look for specific tools. I’m still a newbie. Who’s...
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“You should also tag everything with prices,” says Columbus. “We stress this with our dealers.”
Although some flags may not agree, price tags can be good. Sometimes a customer may feel too shy or be in too much of a hurry to ask for a price. It also saves you the time of looking up prices and it avoids the potential of getting a price wrong, especially if you’re rushed.
Q: How can I improve the various product displays inside the truck?
A: “Remember to face your products,” says Cornwell Digital Marketing Manager Don Russell. Walking down the cereal aisle at your local supermarket will give you the idea. You don’t see the bottom, side or back of a cereal box, you always see the face of the box, he says.
Also, consider setting up an extra monitor to show product videos on your truck, suggests Russell. This tends to work best near your point-of-sale area. Cornwell has about 30 or 40 videos that dealers can download and use on their trucks.
Finally, “visual merchandising” can make a big difference. Use colorful shelf talkers and hang tags to draw attention to new items, special pricing or hot products.
For more ideas, walk through a major retailer or shopping mall and focus on which displays draw your attention. Some things you can mimic, while others won’t work on a tool truck. Go on a “field trip” a couple times a year and you should take away one or two usable, new ideas.
Also, check out the truck photos in Professional Distributor’s cover stories. See how leading dealers are displaying products and try some of those ideas on your truck.