A distributor can point out certain features by handing the customer the tool. The customer can usually see how an item can solve a problem.

That’s why it’s important to not just promote common brake tools, for example, but to actually stock them so you can show a customer the tool. And when a customer wants a brake tool, he or she usually wants it now.

The benefits of some tools aren’t obvious and may be best shown with an on-car demo. That can be awkward and time-consuming to actually do in the bay.

Most tool companies have demo videos on YouTube, Vimeo or their own websites. For example, MityVac does this with videos on its parent company’s YouTube channel (youtube.com/lincolnindustrial).

Some distributors use their truck video monitor to play these videos for clients while they are enjoying their Monster energy drink.