Mac Tools distributor Doug Pennington observed that his customers were "looking for beef jerky or rubber gloves." That gave Doug the idea to focus on also stocking consumables on his truck:
"When (customers) climb on every week and just give me money and leave empty-handed, that gets old.
"They like to at least walk away with something, so that's why I keep the consumables: knives, safety glasses, all these little carded items … and flashlights. Who knew how many doggone flashlights I would sell. A guy will get on my truck and say 'My buddy's got a black one, but I like this neon green one … 'I keep 'em here so guys will pick 'em up (and) play with them, like a grocery store check-out aisle."
Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to [email protected], and see your suggestion featured here!
