Sales Tip: How to 'bookcase' products

April 27, 2022
If you carry a large variety of products, it can be hard to showcase them all at once, so 'bookcasing' some of your products may be necessary.

Cornwell Quality Tools distributor Ron Davitt can’t stand having empty space on his truck, so he keeps plenty of backup products on hand to ensure the shelves are as full as they were at the first stop of the day.

He also tries to open up as many products as possible. Although this can be difficult with the large amount of inventory he carries, so he’ll bookcase some products.

“In the industry, we do what's called bookcasing, where the products sit almost like books on a shelf,” Davitt explains. “But from week to week I will alter what I display versus what gets bookshelved so that the truck looks fresh, and it keeps the guys coming out every week.”

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