Don't get hung up on toolbox sales margins

Selling toolboxes is definitely a good way to boost your profits.

Oftentimes, dealers get hung up on margins and lose sight of the bottom-line dollars. True, the margin on boxes can be lower than hard lines, but you can't bank margin.

Think of it this way: Say you clear $1,000 selling a box. If it takes you 60 minutes to sell, write up and deliver your sale, you just made $1,000 for an hour's work. How many hours of sales and collections would you need to do to clear than same profit on hand tools?

"The large majority of all tool men, no matter what truck they're driving, sell less than one toolbox a month," guesstimates retired tool man Scott Mata, who was a dealer and manager with both Cornwell Quality Tools and Mac Tools. Mata believes there's more opportunity in toolbox sales than the average dealer is tapping.

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