“Carry your basic six or seven items into the shop,” says Jim Holtz, a Mac Tools district manager with 12 years’ experience as a dealer and eight as a district manager.
If you’ve heard it once, you’ve heard it a hundred times: Tote and promote. You want to bring your hottest tools to your customers. If you want to sell more, show more.
“Target specific shops with specific tools,” Holtz says.
Not every shop is the same, so customize your offer to the shop’s specialty. If they do a lot of drivability work, bring in diagnostic and underhood tools. If they do brake and front end, bring along some clever specialty tools.
“Always bring some kind of power tool,” Holtz suggests.
“And if it’s not moving, discount it,” Holtz says.
There is no need to tie up your inventory with something that’s not selling. It’s better to dump it than to let it sit and collect dust. Use that cash to buy more products that will sell.
