Professional Distributor - 10

COVER STORY
a lot of space in drawers; technicians
need a spot for chargers and batteries, too," Mechanic's Time Savers Heidelberger says. The company added a
vertical power tool drawer with builtin power strips inside the drawer of
their 42" Massive Tool Service Cart
(M425). A second power strip was also
added in the top compartment, which
was purposely designed to be deeper.
This provides an additional area to put
larger battery chargers, phones, tablets,
and accessories."
"Technicians can do most of
their work now with a cordless product,
but they could put pneumatic products
there as well," he says.
Power accessibility factored into
OEMTOOLS' newer box design as
well. Says Marshalek: "Most boxes in
our new line feature integrated charging;
[we've incorporated] ways to route cables
through the box itself. This was one of
the biggest things we've done recently."

Hansen Global Inc.
3 Row Socket Tray

Tool storage: An inside job
Organization plans don't end with the
big-ticket boxes and carts. After a
customer has selected their main toolbox
or cart - or if they're looking to refresh
their existing setup - mobile tool dealers
can tip them off to new-to-market
organization systems that fit in or on
their box. These easy-to-stock items can
complete a new toolbox purchase or be
the starting point for a technician who's
rethinking their organization system.
Read the extended version of this article
at: VehicleServicePros.com/21154386

When it comes to caring for this
fundamental gear, having a place to
securely store and charge tools overnight offers technicians a streamlined
and practical charge-up, as well as peace
of mind.

SEND IN THE CARTS
Some situations call for less space than
what a toolbox offers. For example,
diagnostic work is becoming ubiquitous with vehicle repair. Or maybe a
technician performs body work. In
these instances, a tool cart might be just
the ticket. 
Cornwell Tools District Manager
Neil says technicians require and use
a wide range of storage systems, and it
often depends on the type of work they
do. While most customers will have a
toolbox as well as a cart for their most
popular tools, he knows some body
technicians who just run two carts - one
housing body tools and the other general
tools and equipment.  
Some technicians are setting up
dedicated diagnostic carts: a place where
they can drop in to review scan tool
images up close on a monitor, and easily store items like lab scopes and test
leads. Carts increasingly pull double
duty as specialized workspaces or entry
level organization systems. 

FROM DISPLAY TO SALE
This is one sales category that really requires mobile dealers to carefully
observe customers, practice persistence,
and strike the right balance in terms
of financing. 
"I think the most common challenge
is financing, or convincing a spouse
that it's a good investment," Cornwell
Tools District Manager Neil jokes. He
recommends tool dealers take a caseby-case approach to financing, saying
"Some dealers finance on the truck if
the customer has a good trade-in or a
large down payment, or [if they have] a
great relationship with the customer."  

10 Professional Distributor I October 2020 I VehicleServicePros.com

The Homak Manufacturing CTS
(Centralized Tool Storage) comes in
three color and four size options. It is
constructed with 16- and 18-gauge steel.

Segura takes this individualized
approach with his customers. "Depending on the situation, if it's someone new
to the business I'll give them an incentive towards tools; credit on the truck
is the main one I go to. They like that
a lot. They need more stuff to fill up
[the box]." 
That said, Segura doesn't try to force
this big buy. "I'm laid back for the most
part - not pushy. I don't want to push
product to guys who can't afford it. My
approach is to try to give everybody the
best experience possible and a fair deal." 
So, the customer has decided to buy a
box (or cart). How can a mobile dealer help
them make a choice they feel good about? 
"It comes down to knowing
their customer and what box will be
best for the job," Mechanic's Time Savers Heidelberger says. "Some technicians
need a big, stationary box and some guys
will use carts that are mobile and easy
to move around. There are different
boxes to fit a technician's needs and
garage size." 
While a toolbox is a common
sight on most trucks, the consensus is
it pays to utilize additional channels to
showcase new product.  
"Boxes take up a lot of space [...] so
mobile dealers would do well to use
their computers to show customers a
quick video and flyer," says Alexis Barfoot, Mechanic's Time Savers' product
and marketing manager. 
"[Technicians can] look at [the product], see how big it is, and check out
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