For more than a decade, Kevin Vernon has been in the driver’s seat of his own tool distribution business, and while sales are his reason for being a mobile dealer, he’s mindful of the importance of health and safety – both on the job and in life.
“I always have to think about my own environment and where I’m going because I can only keep serving customers and helping my family if I stay safe,” says the 38-year-old GEARWRENCH distributor. Having built good relationships with his customers, he knows the safety protocols at their premises and sticks to them. He wears gear such as slip-resistant shoes in case of water or oil spills and carries his own safety glasses.
To work with clients on their safety practices, Vernon carries a selection of personal protective equipment (PPE).
“The four main things we stock are safety glasses, ear protection, gloves, and footwear,” he says, pointing out that he can easily supply respirators, hard hats, and other PPE on request.
His top seller is Microflex Diamond Grip Gloves by Ansell, which come in boxes of 100. He sells about 800 to 1,000 boxes a week. He also carries the Blue Tongue line of footwear from Redback Boots, both steel-toe and regular, that are oil- and slip-resistant. Rounding out the mix are face shields and welding helmets from Jackson Safety, and a number of SAS products.
Vernon points out that working around hybrid vehicles and their high-voltage components requires some specialty products. For example, shops might stock insulated rescue hooks to safely retrieve staff who in rare instances are injured or trapped around electrical hazards, and those technicians would need insulated rubber gloves as well.
In addition to safety gear, Vernon carries all the basic tools such as screwdrivers, wrenches, and sockets because they can be used in almost any kind of repair business and turn around quickly. For body shops and heavy-duty agricultural shops, he stocks some basics such as saws and clamps and orders giant specialty tools as needed.
Pioneering PPE providers
Suppliers of safety gear use – and often invent – new technology to create next-generation PPE that meets the expectations of not only safety regulators, but also shop owners and workers who have to wear it.
The process of developing new products includes looking at where they’ll be used, asking questions about what workers need, and dealing with regulators. This results in PPE that is engineered to meet or exceed safety codes, stand up to any hazards in shops, and provide occupants with comfort and flexibility. It has also led to some exceptional innovations.
Here are some advanced products from three suppliers that are ahead of the game.
Coast Products
No matter how well vehicle repair shops are lit, there are always dark spaces that require task lighting for technicians — Coast’s specialty. Whether they work under the hood, under a lift, or under a chassis, they need to see clearly in the dark.
Recognizing that each work sector needs different lighting to be safe, Oregon-based Coast Products has developed lighting safety solutions for all types of tasks. According to David Brands, owner/CEO of Coast, many studies over the years have shown how important good lighting is to safer work and fewer workplace accidents.
“Whether auto technicians prefer a headlamp, lighted safety glasses, pen light, or small work light to illuminate the area they are working on, safety improves with the quality of light,” he says.
To that end, Coast has developed Lighted Safety Gear, which Brands points out is the biggest innovation to hit the market in years.
“Our Lighted Safety Gear is rechargeable, uses no exposed wires, is durable, and will last for years,” he says. “And while Coast now offers lighted safety vests, safety glasses, and safety helmets, we will continue to push the technology envelope to provide products that keep workers safe on the job.”
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Magid
With its new technologies, Magid has created a full line of gloves, sleeves, and clothing that protect up to the highest ANSI cut levels in materials that are light, cool, and comfortable – and allow incredible dexterity.
“For example, innovations like Magid’s AeroDex Technology creates cut-resistant gear up to ANSI A9 protection that’s so cool and comfortable, we’ve had people say they forget they have it on,” says Jacob Angel, Magid corporate account executive. “The material is so light that workers can pick up very small parts like nuts and bolts without taking off their gloves.”
Auto shops tend to work with a lot of oil. Safety solutions like Magid’s TriTek Palm Technologyfor gloves absorb oil on the outside so workers maintain a solid grip in oily conditions, yet also use an inner layer that repels oil to keep workers’ hands dry and comfortable, and it does all of this without sacrificing dexterity or comfort.
Another ground-breaking innovation is Magid Cool Powered by Mission that battles heat stress by keeping coverings such as towels, neck bandanas, and skull caps cool for hours. It relies on the natural power of evaporation rather than chemicals to cool down as low as 30 degrees below average body temperature in about 60 seconds, and it can be reactivated throughout the day with any water temperature, so workers can save their cold water for hydration and refreshment.
Steel Blue
Foot protection is one of the biggest areas of focus for auto mechanics. Up there with eye protection, a pair of high-quality work boots can protect them from sharp objects, oily or wet surfaces, foot fatigue, falling objects, and electrical hazards.
Footwear absorbs up to twice a person’s body weight in force every day. The correct safety boots help reduce body fatigue, raise productivity – and protect the wearer’s health.
Steel Blue boots are designed with that in mind. Safety advances include Trisole Comfort Technology, a multilayer soling system that cushions the feet and absorbs shock. Steel Blue has set the benchmark across the safety industry by using PORON within that technology. They have also collaborated with leading manufacturers to design custom pieces for their safety boots such as anti-chaff lining.
Their lightweight, premium materials protect feet, ankles, knees, hips, and lower back from shocks and stress-related injuries. Overall, they increase comfort and wellbeing so technicians can focus on the job.
The company has also improved standards across the board by earning USA Safety Footwear Certification ASTM F2413 and European Safety Footwear Certification CE EN ISO 20345 on their boots. In recognition of their contribution to health and safety, Steel Blue has been awarded the American Podiatric Medical Association (APMA) Seal of Acceptance.
The day-to-day
Vernon started out at a franchisee, but in 2019 realized that being an independent mobile tool dealer was a better fit. Since then, he has flown the GEARWRENCH flag and operates a fleet of three trucks that service more than 900 customers across Maryland. These are primarily automotive repair and auto body shops but include some boatyards and big farm production operations with their own repair facilities.
Vernon’s 50x50 warehouse in Stevensville houses his trucks, inventory, office, and a small gym. Around 7:30 a.m. every morning, Vernon meets his two other drivers there to load up their vehicles and discuss any special needs or issues arising that he can help them with. These might be finding specialty tools, dealing with back orders, or discussing how best to approach customers who are behind in their payments. They’re on the road by 8:15 a.m. and when they return to the facility at the end of the day, all three drivers review reports, follow up on customer concerns, and identify items that need Vernon’s attention.
Road safety is also a consideration for mobile dealers. For Vernon, that includes being on the alert for dangerous winds on the 17-mile-long, 186-foot-high Chesapeake Bay Bridge, which he criss-crosses daily from his base on Kent Island. When the forecast is stormy enough to threaten his big truck, he’ll substitute his personal SUV or pickup truck to ensure that he still fulfills customer orders.
Keeping the wheels turning
While the business landscape constantly evolves with new customers, vehicles, and technology, Vernon continues to capitalize on tried-and-true marketing and merchandising methods. The personal touch never fails: Relationship selling, knowledgeable service, trusty tool warranties, and personal visits to customers every week.
The techniques Vernon learned during his successful years in retail management and sales for Sears and Bosch still work.
“I keep the trucks organized and well-displayed, and change up the merchandise every couple of weeks,” he says. “I have so much stock that buyers can’t see everything unless it’s out front.”
For example, if he flips the locations of power tools and oil-change tools, they’ll notice items they missed before.
A must-have marketing tool is home-made treats for customers.
“My wife and mom cook up a mess of cookies, cupcakes, and brownies on weekends. On Mondays, they give me a week’s supply of goodies for all three trucks,” adds Vernon. “Sometimes if a technician has missed his favorites one week, he’ll ask about them the next time.”
Looking ahead, Vernon will also continue to rely on proven methods for growing the business while harnessing new technology and building better systems. He’ll continue to stay on top of industry trends and respond to customers’ needs in a timely fashion. And eventually, he’ll hand his wheel over to another driver so he can focus more on fine-tuning and operations. All while continuing to keep himself, his family, his team, and his customers in a safety state of mind.
