Finding freedom

Some distributors start as independents, while others set off on their own after working under a flag for some time. Regardless of how they got there, there are three things that they’ll always need: a truck, inventory, and a support system.

Mike Stoner was a third-generation flagship distributor, but when the job got too stressful and demanding, he decided to go independent after 16 years. His first vehicle after leaving the flag was a Sprinter van, which he quickly outgrew. He moved into an 8-1/2' by 16' trailer, which he also outgrew. Earlier this year, he upgraded to a Diamond Cargo 22' trailer, which he thankfully hasn't outgrown yet.

The hard work switching from flag to independent paid off, and he's now able to set his own schedule and decide on his priorities; toward the end of 2024, he started running his route in Pennsylvania four days a week instead of five. The distributor is beyond happy with his decision to strike out as an independent.

The distributor credits the Freedom Program for setting him up with a computer system that works for both him and his customers.

"I went from such high stress, I was not in the greatest shape,” Stoner says. “It was such a life-changing thing, work-life balance is just great. Everything I sell and everything I collect is mine."

Bigger than the competition

While Stoner maintains that the tool distribution business is still difficult to enter, he points to ISN’s Freedom Program as pivotal to his current success and the ideal resource for future independents.

"If they didn't offer the Freedom Program, I would have felt totally naked on my own if I didn't have a computer system that was set up for this business,” he says. “The inventory is in there, and it definitely works well."

While there’s always going to be competition, Stoner looks at the bigger picture when it comes to tool distribution. As an independent, he still feels comfortable reaching out to others if it helps him better serve his customers, including the distributor that took over his old route.

"All it's about is relationships," Stoner says. “Treat people fairly, that's all it is."

Looking for more

Chris Lamberson drives a 22' 2017 MT45 Freightliner on his route in Hernando County and Pasco County, Florida. Being under a flag never really appealed to the distributor, and like a lot of other independents, he leapt at the opportunity to work for himself after working under one for a few years.

"I wanted to have a variety of what I wanted to sell,” Lamberson says. “You shouldn't be forced to sell something if you don't want to sell it. Being on my own, I can make decisions on my own, sell what I want, buy from who I want, try to get deals from people ... You were forced to just buy from them. Your hands were kind of tied. I was just looking for more freedom."

Although he’s essentially a one-man show when he’s on the road, Lamberson similarly relies on his excellent relationship with his ISN representative, Justin Morris, to make sure he can take care of his customers.

Lamberson may be a one-man show on the road, but he can rely on his relationship with his sales rep when his customers need something.

"I basically have two routes, one truck, and one driver,” he says. “I have a pretty full workload, but when I have a customer that's interested in something, I write it down or I message my sales rep right away. That way, I can find out if it's in stock, how long it's going to be, what's the best price I could get on it, and can I get terms on it," Lamberson says.

"[ISN's] customer service is very good with everybody. If you have any problems, they take care of it right away. I never have any issues. It's all smooth sailing with that company."

Getting them on the truck

As an independent, being able to make his own decisions and craft his own inventory has given Lamberson the flexibility and adaptability that set him apart from the countless competitors in the industry.

“You've got to keep the truck interesting to get people to come out there,” Lamberson says. “I’ve got a lot of customers that have been in business up to almost 50 years, so it's hard to get them out on the truck, but I get them out there, and I get them interested. This is a hard business to do these days. You've got all the online sales, [and] you've got people trying to undercut. Everybody's about the dollar, but I tell people, 'You're selling your customer service, not tools.' I mean, you can't buy customer service online."

Lamberson emphasizes the fact that, as an independent distributor, you get out as much as you put in, which includes more than how you treat your customers.

"If you're only going to work 20 hours, you're only going to get 20 hours' worth of income,” Lamberson says. “Sometimes, you've got to think outside the box if somebody messages you at 7:00 at night and is looking to spend $5,000, you've got to get that sale or you've got to get your sales rep on the phone ... I feel that your relationship with your sales rep is the most important thing. You've got to be very close to your sales rep."

Starting over (again)

Brent Kaucky drives a 2016 M2 Freightliner on his route in Nevada, an upgrade from his previous 2007 C5500 that was totaled in an accident last year. While the incident could have been far more serious, he was able to persevere and keep his business going in a period of uncertainty thanks to the support he received and the work he put in.

Brent Kaucky had to adapt after his previous truck was totaled in an accident.

"This is actually the second wreck I've been in in the nine years I've been doing this, and both times, [my accounting manager] Colleen has helped me out in any way she could,” Kaucky says. “That's why I stick with ISN. Every time I need it, they're there."

Fortunately, Kaucky hasn’t had to redo his inventory for a third time, and he’s been able to adjust his stock and purchases to best fit his customers’ needs thanks to his close partnership with ISN – especially with his sales rep, Willy Wilson. When Kaucky went on stage to receive an award at an ISN event, he had the opportunity to share a few words with ISN President Pete Peterson. The very first thing Kaucky told him was, "You know, the reason I'm here and the reason you do 99 percent of my business is because of Willy."

Now, the main problem is finding room for all of the products.

Kaucky has a section dedicated to the most common Milwaukee Tool products.

"I have Milwaukee and GEARWRENCH in their own sections; those two brands take up about half my truck,” he says. “K-Tool has a good chunk of the other side, and then all the other brands -- I've been carrying a lot of the new GripEdge, TOPDON, and Ko-ken."

A network of support

Kaucky was able to ride along with his route’s previous distributor for a few weeks before taking over, and the personal introductions and knowledge shared during that time still benefit him to this day.

"He gave me a lot of insight and a lot of good information,” Kaucky says. “The one thing that stuck with me is, 'You can skin a sheep once, but you can shear them many times.' If you treat them nice, they'll keep coming."

Of course, it’s not just professional relationships that keep a business thriving. All three of the distributors emphasize how their personal relationships have been critical to their success, too. And no one gets more credit than their families and support systems.

"They help me out whenever I need help on the truck putting tools away," Kaucky says. "It's a family business at the end of the day. It's afforded me a lot of freedoms for my family as well."