Sales Tip: Get tools in hands

May 28, 2024
Opening up the displays on your truck can help both your customers and your bottom line.

When you first walk onto Cornwell Quality Tools distributor Tracy Bourdon’s truck, you’ll see a long open shelf with tools on display so customers can peruse without the need for opening and closing drawers.

“My district manager turned me on to that,” Bourdon says. “He goes, 'Dude... you open this stuff, you won’t believe what kind of sales you have.’ At first, I was like, 'No, it won't,' but it made a big difference.”

Bourdon keeps his tools neatly organized, with wrenches together, sockets together, and separate categories of tools and equipment designated to certain parts of the truck. This type of organization has been incredibly helpful for Bourdon’s customers, especially those with specific jobs they need to accomplish that require distinct tools.

“They know they go to the back corner of my truck and that’s all Milwaukee,” explains Bourdon. “A lot of guys really don’t have to ask, 'Hey, where’s this at?'”

In fact, Bourdon’s organization and cleanliness is one of the things customers compliment the most when they step onto his truck. His background as a technician has made it easy for him to understand and anticipate the needs of his clients. He knows they want to be treated well, and the best way he can accomplish that is by making their buying experience organized and efficient.

About the Author

Elli Carder | Assistant Editor | PTEN & Professional Distributor

Elli Carder is an assistant editor for Endeavor Business Media's Vehicle Repair Group. With a background in professional and creative writing, Carder helps edit for both Professional Tools and Equipment News (PTEN) and Professional Distributor magazines, as well as VehicleServicePros.com. 

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