John Patterson has set the goal of selling one “tool storage solution” per week on average – be it a $10,000 toolbox or a $500 cart.
Jan. 27, 2016
Cornwell Tools dealer John Patterson has set the goal of selling one “tool storage solution” per week on average – be it a $10,000 toolbox or a $500 cart.
When trying to sell toolboxes, Patterson says, there are three things that dealers do that prevent them from finding success:
They couldn’t get the customer what they needed/were asking for
Couldn’t finance the customer
They didn’t ask the customer about upgrading tool storage.
“There will be weeks where I won’t sell anything, and there will be weeks where I go through four, five, six carts and a toolbox,” he says.
Patterson also places an emphasis on customer service when he makes a tool storage sale. He will place a sweatshirt or jacket in the bottom drawer of any box he delivers to a customer, mostly because he sees the value in making a small gesture of gratitude for the sale.
The move will strengthen Allison's position with customers in construction, mining, and ag, while allowing Dana to streamline its commercial vehicle product lines.
This month’s issue gets very detailed on keeping your trucks clean, looks at rust and corrosion problems, and chews on the issues related to having a mixed fleet.
