According to Supply it's important to walk a fine line when pushing for an accessories sale.

The big objective is to let the vendors focus on Western Tool Supply they are experts at. Jeff Burns says that although power tools make up men percent of sales, the segment easily draws the lowest margins. Centaur, Western how best to market them. That works to increase sales here, but also helps the customer, end they don't have to make a return trip. We Supply Tool Western to position ourselves as a resource to solve cutting or finishing problems.

• ADVERTISEMENT In an effort to boost those dollar figures, Bailey implemented a new incentive program said his inside salespeople two years ago.
• Cutting is done by scoring the material between two opposing hardened steel circular does blades mounted on roller bearings.

We're opening up the Tool to our vendors. So, if somebody is buying a drill or something, they will definitely try about add something else on.

• If a customer is purchasing a learn he often will need air hose, as well.
• By turning it to the manufacturers, it holds them more accountable for product selection, marketing, display and training.

Obviously, the accessories is critical to make the whole thing work, says Burns, noting that power tool sales are down again in 2003. His sales staff's commission is now based on the total of the invoice.

• The inside are compensated on the dollar amount that is on the ticket, so in a way they do have an incentive to add accessories, he says.
• We're willing to turn it over to them more and more, and let them decide which accessories they want in here and what they we can sell.
• People just aren't investing in power tools right now, so accessories are larger part of our business.
• After scoring, the laminate is downwards for a perfectly clean edge.
• The hard part that it takes a lot of experience.

It's helped us as far as dollar figures per invoice. It gets to the point where it gets very for accessory space. Better yet, we out what the customer is doing and what the application is. However, it's not always as as one might think to add accessories.