Matco Tools distributor Craig Wineinger allows his customers to essentially set their own terms on the truck. He sticks to about 10-week turns on average.
“It depends how some guys are on the books. I really let the guys manage their own account. It’s worked out for me that way. If you said you were going to buy something, I’m not going to tell you ‘no.’ If I tell you ‘no,’ you’re just going to buy it from someone else.”
He also utilizes the Matco credit financing for larger ticket items, one of those being toolbox sales. “I sell a lot more boxes than my competitors.”
His first year in business, Wineinger sold about one toolbox per week. In his third year on the road, he’s sold about 25 for the year, averaging about two per month.
“If you don’t have turnover in your shop, it’s harder to sell toolboxes. I’m not going to tell you what you can and cannot buy on this truck, if you can afford it, and I can get you approved.”
“I tell guys, if you’re selling tools, you’re paying bills. If you’re selling toolboxes, you’re making money.”
