FINDING, FIXING, AND SELLING SMALL TRAILERS

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After painting, I tackle the finishing touches that take little time or money but dramatically boost a trailer's appeal. Tail-lights (don't wire them up, because you don't know what kind of wiring rig the buyer will have), chrome wheel covers or hubcaps, and reflector lights on the tailgate may enable you to tack an extra $10 to $25 onto your selling price . . . and will do so at minimal cost if you've had success as a salvager.

MAKING THE SALE

It often pays to advertise, but I try to keep my publicity costs to a minimum. In fact, I spread the word for free whenever possible . . . by simply placing descriptive ads on bulletin boards at the college and in laundromats, farm and garden supply stores, and supermarkets . . . by using the local radio station's "swap and shop" program . . . and by putting my trailers on display at a busy corner service station. Classified ads in local shopping guides and daily newspapers can also provide good exposure for my merchandise.

I don't usually have to wait very long to sell my finished products, either . . . there seem to be plenty of people around who can use a trailer, and seeing or reading about one of my fixed-up cargo haulers is frequently enough to make them pull out their wallets. In fact, the only thing I really have to worry about, as I show each customer my reconditioned wares, is trying to spot the particular brand of trader's psychology that the buyer is using on me!

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