Sometimes, having the right inventory means selling more than just tools. Cornwell Quality Tools distributor Troy MacRae ensures he has the products that each of his customers needs, whether they’re an independent shop, a body shop, or a heavy duty shop, but he also carries beyond what the average tool distributor has on their truck.
Two weeks a month, MacRae’s wife will make baked goods from scratch for him to sell on the truck.
“She makes the best banana bread in the world,” he says. “I got guys that raise chickens and give me eggs just to bake them brownies and cookies. I also carry ice cream on the truck, which is free, and they'll still go to the banana bread and the brownies first.”
Additionally, come November, MacRae changes out a section of his truck to prepare for the holidays.
“Technicians don't have time to go Christmas shopping,” MacRae says. “A lot of these guys work six days a week because they make their extra money doing side jobs on Saturday, so I carry diamond necklaces, diamond earrings, G shock watches, candles, hand mittens, cooking attire for BBQ grills, and things like that.”
The distributor also makes sure to speak with everyone at the shop, not just the technicians. By doing this he increases his customer count from around 250 people to about 350 during the holiday season.
