Since 1998, Steve Johnson has been selling tools to the folks in Northeast Alabama. In his mostly rural route, Johnson visits a myriad of places from independent repair shops and tractor dealerships, to logging plants and helicopter garages. 

A little over a decade ago, in the market for a new truck, Johnson was connected to a fellow Alabama dealer who was looking to sell his 20' 1996 International 4700. When he picked up his new-to-him truck, it was conveniently decked out in his flag's branding.  

During his switch to independent tool distribution, Johnson led a three-truck operation, but he's since downsized his business to lessen his stress and keep things simple.  

"A couple of years ago, my wife got on me and said, 'You need to go back to where you began, that's the least stressful way to do it,'" Johnson says. "And she was right, she's always right. So, I got rid of the other trucks, the employees, and I kept the biggest and best one, and that was the International." 

Knowing what you want

When shopping for a new truck, Johnson relied on his previous experiences with different truck styles to help him choose the right ride for his route.  

"I had a bunch of step vans," Johnson explains. "Like the P30 type step vans, bread trucks as they're commonly referred to, and they were terrible. One of the trucks I'd gotten from [my flag] was an International with a separate cab and box, and it was much sturdier." 

For Johnson, the biggest thing that drew him to the style of the International was the fact that he could easily access the box without having to fully get out of the truck. It's been a real gamechanger.  

Something old, something new

Still, the truck has not been without its problems. Over the course of his time with the International, Johnson has had to have the motor rebuilt twice, and the transmission two or three times in all the years he's had it.  

"It's expensive," Johnson admits. "But not nearly as expensive as a $150,000 or $200,000 new truck." 

Part of the appeal of buying a used truck, aside from the cost savings, was the gems still sitting inside. When its previous owner put it up for sale, he also threw in the rest of the inventory still left onboard.  

"It came with enough inventory to offset what I paid for it," Johnson says. "It had $8,000 or $9,000 of inventory which was nice." 

While the truck was pretty much set up and ready to go from the jump, Johnson still managed to put his own touches on it. A small but significant change came in the form of converting the original fluorescent lights to LEDs. As far as shelving, flooring, and cabinetry, the integrity of the original design has remained.  

Johnson keeps his organization simple, with specific product categories put together and every bit of space with its own purpose.  

Being intentional

At 64 years old, Johnson sees retirement looming not far off in his future. Three days a week he runs his route, picking his stops with care, so his time isn't wasted.  

"I pick my stops carefully," Johnson says. "If they don't do well, there's plenty more that want me to come. I've really filtered it down, so now I only go to people who really want my service." 

As well as running his tool route, during the school year he drives a school bus full time. Working two jobs has made him a lot more intentional with which shops he visits and which get skipped. 

After nearly 30 years in the industry, seeing all the change that's come and how it can sometimes feel like a replacement for his services, he would tell distributors just one thing: 

"Only go to people that appreciate your service. You don't need customers who shop the internet and don't treat you well. There's somebody who will treat you well, and they're waiting for you to get rid of the guy who treats you poorly."