Sales Tip: When disaster strikes, lean on those around you

In 2025, Cornwell Quality Tools distributor Jay Hashagen was in what could have been a career-ending accident. With a totaled truck, it might have spelled the end for his time as a distributor, but Hashagen was able to lean on the support of his distribution network to get him back on his feet. 

“I called my district manager, [Jim Ledbetter], and said, ‘I was in a wreck. Truck’s totaled. I’m fine, but I need a truck,’” Hashagen said. “By the morning — we had a dealer in our district who had left the tool business — [Ledbetter] had called him, arranged me renting his truck for immediate needs, and contacted Tim [Herr of Herr Display Vans.]"

Hashagen was connected with a truck the very next day!

When rebuilding out his inventory, Hashagen kept his customers at the top of mind, considering what they'd liked about his old truck and where he could make improvements. 

For starters, he adjusted the amount of space he has for diagnostic equipment like scan tools, power probes, and relay testers and made sure that it’s front and center for customers to see as they walk in the door. 

Hashagen took a lighter approach to stocking this truck, only having about one of every product instead of multiples. He Instead of a "scattered" organization style, he opted for a "grouped" look, with similar products kept together. 

“It makes it easy for customers to browse,” Hashagen said, “and honestly, no matter how much they say they don’t like to 'shop' on the truck, they love it. It’s like Sephora for men.”

If you're in need of a truck, check out our December '25 Pro Tips!