There's more to a tool sale than price; the service backing each and every tool sale speaks for itself.
While many tool dealers' methods may vary, they have learned over time what works best for them and for their customers.
Gene Bowers, independent dealer based in Paris, Tennessee, started out as a technician, but quickly grew frustrated with small, family-owned businesses not wanting to expand or update their operations.
Bowers says the week before he talked with a tool guy about becoming a dealer, the shop he was at turned down $5,000 worth of work because their in-house scan tool had not been updated.
Now he asks his customers: "'What haven't you been able to repair in the last month because of tooling?' That's where I try to focus on new product," Bowers says.
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