Professional Distributor - 12

COVER STORY
the specs," she says. "Everyone is using
video more. If a mobile dealer chooses
not to put the box on the truck, they have
other options."  
Barfoot points out mobile dealers
can access their company's videos and
flyers for quick spec info, pricing, warranty, durability, and everything else,
right down to drawer configuration. 
The Homak team also works with
mobile dealers to provide selling ammo.
"We [...] try to make [learning about our
products] easy, with print material to
help sell the product," Reed says. "We
try to provide [mobile dealers] with
what they need - PDFs, fliers to hand
out - whatever makes the sale easier
for them." 

CAPITALIZE ON
CUSTOMIZATION
"A box is a big purchase - an experience," Mechanic's Time Savers Barfoot
says. "It reflects who they (technicians) are. They're proud of their boxes
and want them to be individualized.
Dealers are always posting photos of
technicians with their boxes and congratulating them on their big purchase. It's impressive to see how techs

organize and utilize the space."   
Today's many color options and
graphics reflect this desire to personalize storage units. "New colors sell.
Period," Barfoot says. 
The sale doesn't end with the
transaction; delivery is an important part of any toolbox or tool
cart sale, as well as the celebration
that follows.
Marshalek with OEMTOOLS says
the 'extras' like packaging and service
after the sale can leave a lasting impression. "People spend a lot [on toolboxes]
and want them to look good; we've
invested in some impressive and resilient wooden crate packaging to get the
toolbox to the customer in good shape.
We make it easy to sell and deliver, and
we're not afraid to [follow-up] until the
customer is satisfied," he says.
Delivery day is a big day, so tool
dealers can celebrate alongside their
customers. Segura won't soon forget
that time he sold 17 Cornwell boxes in
a day.
"The guys were excited; everyone
was impressed with the box," he notes.
"A week after I came back and bought
the guys some lunch. They were really

Built-in power strips, like those found on the
Mechanic's Time Savers 42" Massive Tool
Service Cart, allow for more workspace and a
seamless way to charge cordless tools.

happy ... my wife and district manager helped [with the sale and delivery] and my daughter tagged along. It
was a long day, but I really enjoyed
the experience." 

LASTING IMPRESSIONS
While a toolbox is a ebig buy in every
sense - physically, financially, and
emotionally, it's a shop fixture that
will, hopefully, serve a technician
throughout his or her career. As such,
there are many considerations that will
figure into this sale. Just as boxes vary
in size, color, features, and scope, so,
too does the buyer experience. And
mobile tool sellers are instrumental in
this decision every step of the way. 

PRODUCTS TO STOCK
K Tool International
Pro Series 54" Rolling
10-Drawer Tool Cabinets

Beta Tools
Racing System C55

Enter #21 at "e-inquiry" on
VehicleServicePros.com

Enter #19 at "e-inquiry" on
VehicleServicePros.com

Mac Tools
Macsimizer HD Modular
Storage System
Enter #20 at "e-inquiry" on
VehicleServicePros.com

12 Professional Distributor I October 2020 I VehicleServicePros.com


http://www.VehicleServicePros.com http://www.VehicleServicePros.com http://www.VehicleServicePros.com http://www.VehicleServicePros.com

Professional Distributor

Table of Contents for the Digital Edition of Professional Distributor

Editor's Note: A Lesson in "Go With the Flow"
Cover Story: The Business of Tool Storage
2020 PTEN People's Choice Award Winners
Show Me Your Truck: A Natural Fit
Most Wanted
Sneak Peek
Go Sell Something: Impulse Add-ons Sell Even More
In Focus Products
Diagnostic Tech: Navigating Today's Voluminous Data Sets
Driving Sales: Lighting
Tales From the Road: Breakfast in the Bay
Professional Distributor - 1
Professional Distributor - 2
Professional Distributor - 3
Professional Distributor - Editor's Note: A Lesson in "Go With the Flow"
Professional Distributor - 5
Professional Distributor - Cover Story: The Business of Tool Storage
Professional Distributor - 7
Professional Distributor - 8
Professional Distributor - 9
Professional Distributor - 10
Professional Distributor - 11
Professional Distributor - 12
Professional Distributor - 13
Professional Distributor - 2020 PTEN People's Choice Award Winners
Professional Distributor - 15
Professional Distributor - 16
Professional Distributor - 17
Professional Distributor - 18
Professional Distributor - 19
Professional Distributor - 20
Professional Distributor - 21
Professional Distributor - 22
Professional Distributor - 23
Professional Distributor - Show Me Your Truck: A Natural Fit
Professional Distributor - 25
Professional Distributor - Most Wanted
Professional Distributor - 27
Professional Distributor - Sneak Peek
Professional Distributor - 29
Professional Distributor - 30
Professional Distributor - 31
Professional Distributor - 32
Professional Distributor - 33
Professional Distributor - 34
Professional Distributor - 35
Professional Distributor - Go Sell Something: Impulse Add-ons Sell Even More
Professional Distributor - 37
Professional Distributor - In Focus Products
Professional Distributor - 39
Professional Distributor - 40
Professional Distributor - 41
Professional Distributor - Diagnostic Tech: Navigating Today's Voluminous Data Sets
Professional Distributor - 43
Professional Distributor - 44
Professional Distributor - 45
Professional Distributor - Driving Sales: Lighting
Professional Distributor - 47
Professional Distributor - 48
Professional Distributor - 49
Professional Distributor - Tales From the Road: Breakfast in the Bay
Professional Distributor - 51
Professional Distributor - 52
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