For over 28 years, Robert Tolbert has been selling tools from a truck. The last three years, he’s been with Mac Tools as a tool distributor. And before that, he’s worked for every flag as a tool dealer or district manager with routes spanning across the Southern U.S., including Georgia, Alabama, Arkansas, Tennessee, and now, Louisiana.
In July 2020, Tolbert upgraded his truck and went from a 2004 18’ Isuzu NPR to a 2019 28’ Peterbilt 337, Black Wolf edition, built by Tim Herr, a custom truck upfitter who specializes in the mobile tool industry. The Black Wolf edition features an all-black interior with red bungee cord lacing on the ceiling.
Tolbert purchased his new truck from a tool dealer in Chicago. The only thing he had to do was simply load tools onto it. The previous tool dealer left everything – from the TV to all the magnets.
In Tolbert’s old truck, he says, the space was cramped and he wasn’t able to display many products. His desk was in the middle and often in the way. This is no longer the case with his new set of wheels.
“[This truck has] a lot of magnets, so I can display a lot of chrome ratchets and wrenches,” he says. The additional space means Tolbert can also feature more open and out-of-the box items.
His desk is now in the corner, on the right when you first walk in, allowing more space for customers to walk around.
Although Tolbert didn’t have to change anything within the truck, he did have to learn how to drive it.
“The only thing different is learning how to move a 28’ truck and how to navigate through some of my customers’ parking lots and driveways,” he says.
To keep his name in front of his customers, Tolbert is known for his promotions and contests. This year, he’s running a weekly contest called “522020” where customers receive tickets for purchases and payments. He then posts the winners, and a picture of him handing the prize to the winner, on his social media page.
“The way my contest works is there is always a different winner,” he says. “No one can win twice. Everybody has a legitimate chance to win.”
Prizes range from mugs, hats, and footballs to beach balls and beach towels … all of which Tolbert purchases himself.
Tolbert enjoys his job and his customers. On average, he puts in 12 hours a day and works most weekends.
“A lot of customers see the hours I put in and they recognize my work ethic,” he says. “They know I’m out here working just as hard as they are.”
In the coming year, Tolbert plans to expand his route. A local tool dealer with a route next to him is looking to retire. When he does, Tolbert’s wife will assume that route and run their previous truck, the 2004 18’ Isuzu NPR, that’s already stocked with inventory.
Fortunately for Tolbert, his sales haven’t been affected by COVID-19.
“It’s given me more time to visit with companies that have chosen to close down for a week or two because of [COVID-19],” he says. “I’ve actually gained more customers and more new business just by having the extra time to go visit other shops.”
Selling tools is a people business, and one must have a great personality, attitude, and strong work ethic, Tolbert notes.
“This business is a great fit for who I am, what I do, and how I go to market,” he says.
