Sales Tip: Extending turns to close the sale

Cornwell Tools dealer Ben Aurich typically strives for five to six week turns for smaller balances. For larger amounts, he’ll extend that range to 10 weeks in order to close the sale. “It all kind of depends on what the item is and if I have it paid off,” Aurich says. “If you want something that I have to order for you and you want to try to not pay that much per week, that’s probably not going to happen because all of a sudden I’ve got to tie a lot of my money up.

“If it’s something I’ve already had on the truck and it’s already been paid for and it’s just there, it’s better off in your hands and you paying me a little something than sitting on my truck and having nothing come in.”