Sales Tip: Don't get distracted by the big sale

In his truck, independent distributor Kevin Richardt prioritizes the everyday tools instead of big-ticket items. The distributor has come to understand that if you can’t sell the basics, then you most likely won’t make it far in this industry. Instead of dedicating a large portion of his truck to bigger tool storage products, he had Herr Display Vans build out a toolbox pocket on the truck so he can still offer storage carts or roll carts as needed. 

“That made a big difference,” Richardt says. “Now I can have floor-to-ceiling products … and still have an opening for tool storage, carts, and roll carts. It didn’t make sense to have two wide open pockets when I’m not going to be moving that kind of tool storage.”