Weathering tough times and struggling to get established is a common experience for many mobile tool dealers when they first get into business. Finding one’s footing can be a difficult task in the earliest weeks and months on the job, and not being able to do so can quickly undermine a tool salesperson’s efforts to carve out a long-lasting career.
East Troy, Wis.-based Cornwell Tools dealer Russ Windle understood the challenges associated with breaking into the tool business when he got his start almost seven years ago. However, he found he was able to avoid some of the peaks and valleys many entrepreneurs go through during the formation of their companies by making a concerted effort to earn the trust of his customer base.
“Getting my customers to trust me was the key,” says Windle. “That makes a big, big difference, and it’s something that’s made my business stand out.”
Taking an upfront and honest approach to tool sales has paid dividends for Windle, as he says he has seen a steady uptick in business ever since he signed on to become a Cornwell dealer and began his route in August of 2010. Also, by establishing a rapport with customers and potential customers alike, Windle has been able to make what can be a tough job both easier and more enjoyable.
“I just show up every day, do what I can for my customers, take care of what they need -- and the rest just falls into place,” he says. “If you can have a good relationship with your customers, it makes the job fun and makes everything work. And, I think if you are honest right out of the gate with them, you shouldn’t really ever have a problem.”
As a former truck driver, Windle says he feels being a mobile tool dealer has been the perfect career path for him because he can put his knowledge of tools and equipment to work, meet and converse with people on a daily basis and never have to travel too far from home.
“Also, I really wanted to work for myself and have my own business, and this just seemed to kind of fit,” he adds.
While he has no immediate plans adding another truck or taking on another route, Windle says he is very focused on continuing to maintain his sales and ensure his business remains as steady as ever moving forward. Also, he plans to enjoy himself for as long as he continues to make his living selling tools.
“This is a really cool job to do, and I enjoy the heck out of it,” says Windle. “And that’s important, because if you have the right personality and approach for this job, there’s nothing stopping you (from having success).”
