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Though Cornwell Quality Tools distributor Dave Edwards has only recently reached his two-year anniversary of selling tools, he knows the keys to continued growth for his business — time management, interacting with customers, and consistency.
Seeing success
Before starting up his own truck, Edwards had plenty of experience with tools, technicians, and even Cornwell dealers. After going to school for automotive and diesel technology, Edwards began work as a fleet technician for construction companies. He spent 25 years maintaining their equipment, and the last 15 years working as both a technician and fleet manager.
Much of why Edwards decided to become a distributor came from the Cornwell dealers he saw while working as a technician.
“As a customer, I saw [the Cornwell dealers’] success and growth and with COVID and all that stuff happening, my position with my construction company was unknown. I wanted my own business somehow and the tool business was still a viable option.”
Starting his business during COVID was a bit of a challenge. Edwards notes that the issues with the supply chain made it difficult to get certain products, but things have only gotten better over the last two years.
A learning process
While still fresh to the tool-selling game, Edwards has learned a lot about how to make his business a success.
“It’s time management,” Edwards says.
To get through the day and stay on top of what needs to be done, time management has to be a priority, Edwards notes. Whenever a customer asks him a question or needs something, he tries to get the task handled as soon as possible. He says, “Take care of the business. Don’t put anything off.”
Learning how to interact with each customer has also been crucial for the Cornwell dealer. Previously, he was interacting with the same people every day. Now driving throughout his Northeast Illinois route and visiting his variety of customers (car dealerships, independents, trucking companies, etc.), Edwards has had to figure out the best way to interact with each individual.
Along with that comes remembering all their names. The first few weeks on the truck, Edwards recalls he could remember the faces, but not necessarily the names.
“I would look up the purchase history just put a face with a product and put it all together to remember their name,” Edwards says.
Most important, though, has been his consistency. The Cornwell dealer notes that it’s consistency that helps him stand out compared to other dealers in the area. He shows up every week, talks to his customers, and manages any wants, needs, or concerns.
Looking ahead
For the future of his business, Edwards hopes to expand some of the product lines he carries on his truck — mainly toolboxes and scanners — and just grow his customer sales. One way he’s trying to obtain that growth is through social media. Edwards has been posting every day on his Facebook and Instagram accounts to help drum up some more business.
“I just want to give the best service in my area,” Edwards adds, “and get the most business I can get out of my territory.”
