Sales Tip: Smart financing

June 27, 2018
Carefully considering when and how much to finance helps control high truck account balances and limit skips.

"I've listened to all kinds of sales talks at shows about how to ... do turns and everything, and every single person out there is different. So how can you have a set of rules for everybody, when nothing is the same from stop to stop?" says independent distributor Jeff Cothren, who has been in the mobile tool business almost 19 years. 

The general rule of thumb on Cothren's truck is a technician needs to be at a job three months before receiving credit. Big sales -- scan tools or toolboxes -- are considered carefully. This limit's Cothren's skips to a very small percentage and ensures a steady cash flow, which is important as an independent distributor financing everything out of pocket.

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