Mobile tool dealers are some of the most resilient, resourceful, and positive people I’ve met. Never has that been clearer than this year – a year of pandemic and wildfires and who-knows-what's-next.
The theme I hear when I speak with this crowd is keep smiling. Keep moving forward.
Cornwell Quality Tools Dealer Miguel Segura in Federal Way, Washington has had quite the year so far. Segura’s been in the tool-selling business about a year and a half; before that, he worked as a dealership technician for 15 years.
When the pandemic first hit, Segura responded by making some tweaks to his business style – specifically how he was relating to customers and putting in orders. “I took a little more time dealing with customers and understanding their concerns,” Segura says.
Then, Washington state experienced a shutdown. As Segura felt the impact, he decided to take two weeks off.
“[After the shutdown ended] I would see shops a little busier every week,” he recalls. For the past few months, Segura says, things for the most part have returned to normal. His customers are still buying and making payments.
In Segura’s neck of the woods, 2020 kicked off with the lingering COVID-19 pandemic before transitioning to raging wildfires.
Despite such circumstances (or perhaps even fueled by them a bit) Segura is as positive as can be. I asked him what’s helped with sales and business in general during these times.
“Just having a good attitude, honestly,” he replied. “It starts with you and how you see things.” In his approach to sales – and life – Segura says for the most part he’s laid back. He doesn’t push or pressure customers, especially customers who might not be quite ready for a large spend financially. And to him, fair pricing is important.
“My approach is to try to give everybody the best experience possible and a fair deal,” Segura says. As a new-to-the-business tool dealer, Segura says he’ missed the social interaction and opportunities of in-person mobile dealer shows and events. But of Cornwell he says, “I feel as a company we’re developing as we speak, and due to the COVID-19 issue while our timeline was adjusted, we have a lot of good plans coming down. It feels awesome to be part of a company that’s on the way up, that’s improving every year.”
Life is full of uncertainties. And necessity breeds invention. Many in the business report that with COVID-19 shutdowns, they’ve had more time to visit with customers old and new. They are learning and using new skills like Zoom to keep up those person-to-person conversations. They are ramping up contests, giveaways, and special events to brighten someone’s day.
For this type of mobile dealer, where selling tools is secondary to supporting customers, these times are just a bump in the road, with opportunity not only on the other side, but along the way.
