Toolbox negotiations 101

Aug. 4, 2016
Some tips for negotiating toolbox trade-ins.

Editor's note: Although this article is older, the information is still relevant and potentially helpful.

Negotiating trade-ins can be a big challenge for many distributors. Cornwell Tools dealer Jerry Neeley explains his tactics for this process.

Once you’ve discussed the details of the box the customer will be purchasing, it’s time to talk trade-in value.  “When you’ve already got them hooked, you start the negotiation,” says Neeley.

He first takes information the customer provides, including what he paid for the box at initial purchase.

“Say the customers tells you ‘I paid $5,000 five years ago,’” explains Neeley. “I say, ‘Would half be fair?’”

Once the customer counters, it’s safe to begin the more detailed conversation, including finer points on why the trade-in amount may be a bit lower. Be sure to name call out these items as you’re inspecting the box. “You show them all the little things to adjust it down to a fair price for the trade,” explains Neeley. “Then you negotiate to a point.”

Overall, Neeley says that selling tool storage is no different than any other purchase made off the truck.

It’s about “finding out your personalities, finding out level of interest, finding out level of ability, credit wise,” he says. “It’s just a qualification, over and over again.”

About the Author

Erica Schueller | Editorial Director | Commercial Vehicle Group

Erica Schueller is the Editorial Director of the Endeavor Commercial Vehicle Group. The commercial vehicle group includes the following brands: American Trucker, Bulk Transporter, Fleet Maintenance, FleetOwner, Refrigerated Transporter, and Trailer/Body Builders brands.

An award-winning journalist, Schueller has reported and written about the vehicle maintenance and repair industry her entire career. She has received accolades for her reporting and editing in the commercial and automotive vehicle fields by the Truck Writers of North America (TWNA), the International Automotive Media Competition (IAMC), the Folio: Eddie & Ozzie Awards and the American Society of Business Publication Editors (ASBPE) Azbee Awards.

Schueller has received recognition among her publishing industry peers as a recipient of the 2014 Folio Top Women in Media Rising Stars award, acknowledging her accomplishments of digital content management and assistance with improving the print and digital products in the Vehicle Repair Group. She was also named one Women in Trucking’s 2018 Top Women in Transportation to Watch.

She is an active member of a number of industry groups, including the American Trucking Associations' (ATA) Technology & Maintenance Council (TMC),  the Auto Care Association's Young Auto Care Networking Group, GenNext, and Women in Trucking.

In December 2018, Schueller graduated at the top of her class from the Waukesha County Technical College's 10-week professional truck driving program, earning her Class A commercial driver's license (CDL).  

She has worked in the vehicle repair and maintenance industry since 2008.

Sponsored Recommendations

Garage Tip: The Value of System Solutions

Learn why inspecting related parts when repairing your vehicle can save you time and money. Avoid future failures and ensure satisfaction! Click to watch now.

Access the Best Learning Resource for Professional Mechanics

Get hands-on tips, updated repair instructions, mounting videos, failure diagnosis, and best practices for professional mechanics. Click to access essential technical info to ...

From the Basics to Innovations - Transmission Technical Training Videos

Explore Schaeffler's portfolio of transmission technical trainings for the LuK brand. Tailored for all skill levels, our modules cover basics to innovations. Click to learn more...

Clutch Release Problems - Diagnosis & Failure Analysis

Explore common clutch release problems and their causes, from hydraulic issues to mechanical faults. Understand diagnostics and solutions for optimal clutch performance.

Voice Your Opinion!

To join the conversation, and become an exclusive member of Vehicle Service Pros, create an account today!