Everything In Its Place Toolboxes & cargo carriers help make any vehicle more efficient. By Jef White
Truck owners expect storage products to deliver security, weather protection, convenient access and a clean, professional appearance. (Photo courtesy UWS)
Aftermarket customers who like to be organized will love today’s assortment of toolboxes and cargo carriers. From keeping tools secure in a truck bed on the jobsite to supporting bags of groceries and sports equipment in the rear of a family SUV, there’s a storage solution to fit any vehicle and any driver.
An important category on its own and a strong candidate for add-on sales and package opportunities, cargo carriers increase efficiency and utility, allowing owners to maximize vehicle capabilities. Many offerings attach securely yet temporarily, increasing versatility while maintaining value.
Shops looking to thrive in the toolbox and cargo carrier arena can learn from manufacturers’ observations on market trends, common misconceptions and hot new product offerings. When it’s time to get organized, the aftermarket can help find a place for everything and put everything in its place.
MORE THAN A SIMPLE BOX
With modern features and specialized designs, today’s toolboxes and cargo carriers go far beyond a simple four walls.
“Consumers are expecting more from their vehicle accessories than ever before. They’re looking for products that combine premium design, durability and versatility; not just additional storage,” says Craig Metcalf, automotive manager for Küat. “The continued growth of overlanding, camping, road trips and active outdoor lifestyles has also increased demand for cargo solutions that perform well while complementing the appearance of modern trucks and SUVs.”
Many customers treat their trucks as both mobile workspaces and major investments, says Kristi Feeney, director of marketing, aftermarket automotive, for UWS.
“They expect storage products to deliver more than basic capacity—they want security, weather protection, convenient access and a clean, professional appearance without compromising how they use the rest of the truck bed,” she explains. “This gives shops an opportunity to guide customers toward a complete storage solution rather than competing on price alone.”
A rise in multiuse trucks is bringing more opportunities to the market.
“Today’s truck owners increasingly use their vehicle during the work week and for recreation on the weekend,” says Bridget Noonan, brand director for DECKED. “Storage systems have to be versatile enough to secure professional tools on Wednesday and camping or fishing gear on Saturday without needing to swap out equipment.”
Toolboxes & Cargo Carriers
HOT PRODUCT: DECKED Drawer System
FEATURES & BENEFITS: Flagship cargo management solution designed for truck owners who need secure, weather-resistant storage without sacrificing bed space; helps organize tools, gear and equipment while maintaining a 2,000-pound payload capacity for heavy hauling.
--------- DECKED
Bridget Noonan
Brand Director
HOT PRODUCT: Küat Varial Rooftop Cargo Box
FEATURES & BENEFITS: Premium cargo box designed and assembled in the USA; combines modern styling with practical functionality; 18 cubic feet of storage; three-sided access with a forward-opening lid; premium gas struts; integrates with the entire Küat products ecosystem; shipments begin in October.
--------- Küat
Craig Metcalf
Automotive Manager
HOT PRODUCT: RealTruck SwingCase
FEATURES & BENEFITS: Unique product that uses the “dead space” in the truck bed between the tailgate and the wheel well; provides storage for those much-needed ratchet straps, small tools or whatever else owning a truck throws at you.
--------- RealTruck
Joey Scelza
Senior Manager – Retail Sales
HOT PRODUCT: Thule Motion 3 Cargo Box
FEATURES & BENEFITS: Modern aerodynamic design that complements today’s SUVs and crossovers; increased cargo capacity; dual-side opening; user-friendly mounting system; improved access to the vehicle’s rear hatch; premium fit, finish and durability.
--------- Thule Group
Travis Stevens
Senior Category Manager
HOT PRODUCT: Tmat Truck Bed Organization System
FEATURES & BENEFITS: The patent-pending, complete slide-out system makes it easy to reach gear without climbing into the truck bed; modular design allows for customizable, versatile organization; easy installation that does not require drilling or modifying the bed in any way.
--------- Tmat Products LLC
Jeff Jegelewicz
Domestic Sales Manager
HOT PRODUCT: UWS Pushbutton Toolbox
FEATURES & BENEFITS: Extra-thick aluminum construction for fleet use; durable with faster, more convenient access; larger QuickStrike pushbuttons provide quick access from either side of the truck; patented RigidCore foam-filled lid resists bending, bowing and binding.
--------- UWS
Kristi Feeney
Director of Marketing,
Aftermarket Automotive
HOT PRODUCT: Westin Brute Contractor Top Sider Toolbox With Drawers & Doors in Black
FEATURES & BENEFITS: Made in the USA; combines a spacious top-flip door compartment and side access drawers; constructed from heavy-duty, 0.063-inch aluminum diamond tread; strong and lightweight; naturally resists rust and corrosion; stainless steel folding T-handle locks.
--------- Westin Automotive
Tony Savasta
Vice President of Marketing
HOT PRODUCT: The EXO System
FEATURES & BENEFITS: Offers two storage levels on the hitch—on the lower level the EXO GearLocker is a fully enclosed, lockable cargo box, and on the upper level the EXO GearWarrior is an open basket for securing larger items like coolers, firewood and luggage.
--------- Yakima Products
Garrett Barnum
Director of Product Strategy
Successful shops treat every installation as a complete system consultation, taking bed length, payload needs and accessory compatibility into account. (Photos courtesy DECKED)
In general, people are looking for ways to get more out of their vehicles, says Travis Stevens, senior category manager for Thule Group.
“With car prices and fuel costs what they are today, getting a bigger vehicle can cost tens of thousands of dollars. At the same time, people expect one vehicle to do everything, whether that’s family road trips, weekend camping or getting kids and all their gear to practice,” he says. “Cargo carriers are a simple, efficient way to add space when you need it without trading in the vehicle that’s already in the driveway.”
The continued growth of the professional trades and service fleet market coupled with higher demand for trucks as mobile workspaces are creating new profit centers, says Tony Savasta, vice president of marketing for Westin Automotive.
“As skilled labor remains in high demand and workers seek greater efficiency, fleet operators are investing in premium storage solutions that improve organization, security and productivity rather than simply purchasing basic toolboxes,” he says. “At the same time, pickup truck owners continue to expect their vehicles to serve multiple purposes for work, recreation and travel. This has increased demand for truck bed storage systems that maximize carrying capacity without sacrificing usability.”
Many versatile cargo products are a hit with consumers because they deliver function and value.
“Most people do not want things laying or rolling around in their vehicle for multiple reasons,” says Joey Scelza, senior manager – retail sales for RealTruck. “Innovation in a heavily saturated market has proven difficult; however, RealTruck has continued to deliver innovative and new products.”
Utility is a key factor, notes Jeff Jegelewicz, domestic sales manager for Tmat Products LLC.
“The truck is no longer just a work vehicle; it’s a lifestyle vehicle, so owners need accessories that accommodate work and play,” he says.
The systems also make many SUVs and EVs more capable and versatile.
“As fuel prices rise, people are changing to more fuel-efficient vehicles, smaller vehicles or electric vehicles,” says Garrett Barnum, director of product strategy for Yakima Products. “Cargo carriers are a great way to still take all the stuff you need, but with a smaller vehicle. Our hitch-mounted cargo carriers like the EXO System are also a more fuel-efficient option, since they have less mileage impact behind the car, as opposed to on the roof.”
YEAR-ROUND APPEAL
Modern outdoor enthusiasts have activities planned throughout the year, meaning any day is a good day to propose a toolbox or cargo carrier purchase.
“Many shops assume cargo boxes are a seasonal product or only appeal to skiers,” says Metcalf. “Today’s customers use rooftop cargo boxes year-round for camping gear, recovery equipment, hunting and fishing gear, family travel and everyday storage. When displayed properly, cargo boxes appeal to a much broader customer base than many retailers realize.”
The products create a standalone category that makes sense for many drivers.
“The common misconception is that these are ‘add-on’ sales to a bigger purchase and not a need or problem that needs to be solved,” says Scelza. “Approaching the customer with an ‘add-on’ sale and not presenting them with a solution to their current cargo problem makes for a non-sale at the counter.”
Savasta sees customers who are more interested in purchasing the best system for their needs, rather than the cheapest option.
“Many contractors, fleet operators and outdoor enthusiasts are willing to invest in premium products when the value is clearly demonstrated. Customers are often more concerned with organization, security, durability, weather protection and ease of access than simply finding the lowest price,” he notes. “The best shops recognize that the right toolbox depends on the customer’s truck configuration, bed length, tonneau cover compatibility and how the vehicle is used every day. Also, recommending complementary products such as bed mats, cargo management systems and ladder racks can improve functionality while increasing the overall sale. Position toolboxes as assets that will live for the life of the truck.”
Shops can sell individualized solutions that meet the demands of specific use cases.
“Proper fitment matters, but so does understanding how the customer uses the truck, what they carry, how frequently they access their tools and whether they use other bed accessories,” says Feeney. “Helping customers select the right size, profile, access style, material and finish can make a significant difference in long-term satisfaction.”
Shops should set aside a “universal fit” mindset for customized solutions.
“Modern truck beds vary widely in dimensions, tailgate clearances and linear types,” says Noonan. “Successful shops treat every installation as a holistic system consultation—evaluating bed length, payload needs and accessory compatibility (like bed covers or racks) to sell a seamless solution rather than just an off-the-shelf part.”
Cargo boxes are a highly visual product, and customers are much more likely to make a purchase when they can see the size, finish and features in person. (Photo courtesy Küat)
And yes, there are real deciding factors for consumers to consider.
“Many consumers think all cargo boxes are basically the same, but there are some significant differences. Products like the Thule Motion 3 stand out with better aerodynamics, easier installation, improved vehicle fit, more convenient loading and unloading, enhanced security and greater long-term durability,” says Stevens. “Those differences add up to a better overall experience every time the box is used.”
For the shops themselves, Jegelewicz explains that it is not difficult to learn the features and benefits of the systems and how to sell accessories. Also, most installations are straightforward.
Meanwhile, the temporary, versatile nature of many cargo solutions is another selling point.
“Our hitch-mounted and roof-mounted cargo carriers are not permanently attached to vehicles,” notes Barnum. “They are easy to remove and store when not in use. And almost any cargo carrier can be transferred to a customer’s next vehicle when they buy a new one.”
The products are a hit with consumers because they deliver function and value. (Photo courtesy RealTruck)
BOX IT UP
Count Küat’s Metcalf among those who recommend creating a cargo solutions area in the shop’s showroom.
“Cargo boxes are a highly visual product, and customers are much more likely to purchase one when they can see the size, finish and features in person,” he says. “A showroom display sparks conversations, helps customers visualize the product on their own vehicle and creates opportunities to bundle additional accessories like crossbars, bed racks, roof platforms and bike racks—all of which can increase the overall sale.”
Show, don’t just tell, says Noonan.
“Merchandise a DECKED system on a floor display with actual gear and tools in the drawers, toolbox or bins,” she suggests. “When a customer opens a drawer and feels the smooth pull and sees how much bed space remains on top, it practically sells itself.”
Feeney from UWS advises asking basic application-based questions before recommending a product.
“Find out what the customer carries, how often they need access, whether they wear gloves on the job and what other accessories are installed or planned for the truck bed (i.e. future tonneau cover upgrades, headache racks, etc.),” she suggests. “Shops can then sell the right storage solution, provide professional installation and identify opportunities for complementary cargo-management or truck bed accessories.”
When faced with multiple options, shops can take a minute to visualize the most common use case with the customer and make sure the toolbox choice is appropriate, says Savasta from Westin Automotive.
“Ask how the truck is used, what tools or equipment need to be stored and how often those items are accessed during the day.
Cargo carriers are a simple, efficient way to add space when you need it. (Photo courtesy Thule Group)
Toolboxes & cargo carriers increase the capability and versatility of smaller vehicles. (Photo courtesy Yakima Products)
It really matters—side access, top access, cross-bed access and side rail access all have strengths and weaknesses, depending on the frequency of use and the size and the weight of what will be stowed,” he explains. “Be sure to highlight premium features such as heavy-duty aluminum construction, weather-resistant seals, secure locking systems, corrosion resistance and American-made quality.”
Stevens suggests starting with a discussion of the customer’s travel habits rather than immediately recommending a specific product.
“Understanding whether they’re carrying camping gear, skis, strollers, luggage or sports equipment typically leads to a better product recommendation and creates opportunities to offer a complete solution that includes crossbars, locks and other accessories,” he reveals.
Once the customer is ready to buy, “look for accessories like Tmat because it is in high demand, it’s easy to install and every truck owner has a use for it,” says Jegelewicz.
RealTruck’s Scelza sees advantages in suggesting the solutions when installing other accessories.
“Continue to find innovative ways to sell these products to boost sales and boost profitability on the overall purchase,” he says. “They should be offered and talked about during the time you have the customer there with you, ready to purchase other products. Create more touchpoints with the consumer and find more ways to bring the consumer back to the shop for more selling opportunities.”
Barnum from Yakima Products says shops “can sell cargo carriers to anyone. They are good products for a wide range of people with almost any vehicle—any vehicle with a 2-inch hitch receiver can use a hitch-mounted cargo carrier. Any vehicle with crossbars on the roof will accept a roof cargo carrier.”
Truck owners look for accessories that accommodate work and play. (Photo courtesy Tmat)
Contractors, fleet operators and outdoor enthusiasts are willing to invest in premium products when the value is clearly demonstrated. (Photo courtesy Westin Automotive)
NEW OFF-ROAD ENTRY: THE 2027 TOYOTA SEQUOIA TRAILHUNTER PACKAGE
Toyota is jumping into the off-road-enhanced SUV market with its 2027 Sequoia Trailhunter package. (Photos courtesy Toyota)
Toyota is jumping into the off-road-enhanced SUV market with its 2027 Sequoia Trailhunter package. Delivering a new look, advanced technology and expanded capability to better serve active families and adventure-minded customers, the full-size offering is suited to both everyday driving and outdoor exploration.
Developed by Toyota Motor North America teams, including Toyota’s CALTY Design Research in Ann Arbor, Michigan, Sequoia’s updated design expresses a premium, modern and purpose-driven character.
The Trailhunter package brings an even more trail-ready personality. Based on the SR5 grade, the package adds Michelin LTX Trail 265/70R18 tires, an Old Man Emu upgraded suspension, front recovery hooks and underbody protection to help support travel across more challenging terrain.
Multi-Terrain Select, Crawl Control and a locking rear differential add greater control and traction in demanding overlanding conditions, while unique bronze-colored wheels and exclusive badges give the package a distinct appearance.
