Texas-based independent distributor Bob Flynn says much of his success comes from the fact that he keeps an eye on trends and changes in the industries he serves.

Cash for Clunkers was a government effort starting in the summer of 2009 which encouraged drivers to trade in their older vehicles for newer models with better emission levels. In turn, Flynn says he noticed a big shift in the automotive industry that has never “bounced back completely.”

With fewer aging vehicles to repair, dealerships shifted largely to warranty work, which meant less money for technicians and therefore a transient customer base that wasn't healthy for a business providing financing.

But Flynn noticed, and he followed suit. Today, his 50-shop route is made up of almost exclusively independent repair shops, with only three dealerships on his weekly route.

With that adjustment made, Flynn is now seeing the effects of the steel tariffs imposed by the Trump administration on the industry and his tool business. Flynn says he speaks directly to manufacturers, some seeing as much as a 25 percent tariff on their tools imported from China. In turn, that tariff can drive up the price of the product for the company, the distributor and ultimately the customer.

Flynn is doing his best to keep up with the changes by stocking up on products he knows will be hit by tariffs, and informing his customers of the reasoning for price increases.

“You sorta-kinda got to be more in-tune with what’s going on in the world because of what’s happening in China and Russia," Flynn says. “That is affecting my little face of the planet here and my business.”

Paying attention and looking out for his customers is Flynn’s ‘thing.’