Cornwell Quality Tools distributor Brad Astin knew he was fully committed to the distribution lifestyle when he realized he was uncomfortable when his wife referred to the people on his route as just customers. His route in Pensacola, Florida, takes him to a variety of dealerships, independent shops, and marinas, all of which are full of people who regularly buy products from him – they are, by every definition, his customers.
But just calling them “customers” didn’t feel right when he’d spent so much time getting to know the technicians and shop owners that kept him in business, especially given the fact that he originally started the job in 2020 during the COVID-19 pandemic. Of course, he’s plenty confident in his relationships with the folks on his route and knows that they’re his customers, but still, they’re more than that.
Humble beginnings
After spending more than a decade as a route sales manager for a battery company, he started preparing for a change by finishing his degree and exploring his options. Unfortunately, his first position after stepping away from his old job was a victim of COVID cost-cutting. Fortunately, he had a much better time with his second stop.
"I had to find something else to do,” Astin says, “and the light bulb went off in my head: 'If I get a tool truck, I'll be doing the same thing.”
The start wasn’t without struggle. Not knowing anything but COVID times provided a serious challenge for Astin, but there were also all of the regular challenges a new distributor faces when they start out.
"Another challenge was just putting myself out there. I've always been the keep-to-myself type of person, and when you walk into a shop for your first time without your district manager holding your hand, it’s a little nerve-wracking,” Astin says. “One of the other challenges was managing inventory. When you first get started, everybody wants a full truck, but you’ve just got to be realistic and stock what you can afford. But you also know that what you don't stock, you can't sell, so you have to manage that timeline.”
Even then, preparation can only get you so far. Success in this business requires a steady head, a strong work ethic, and a whole lot of patience.
“Every day is different,” Astin says. “In the day-to-day life of any job, you just think every day is going to be about the same. But this job is a career. Every day, it's not the same. You have days where you can’t keep your head on straight because you’re selling everything off the truck, and other days, you’re struggling to sell a pocket pry bar.”
And at the end of the day, regardless of how much or how little you’ve sold, there’s always more work to be done.
“Sometimes, you’re on the road 11, 12 hours a day,” the distributor explains, “and you come home to work four hours on the truck at night stocking.”
Why it’s worth it
No matter how tiring or difficult it can get, Astin finds that being a distributor is worth a lot more than the income it brings in. The long hours can be stressful, and the numbers never end, but each stop on the route is full of friends.
“What I do really enjoy is that it doesn't feel like you're working a lot of the time. It feels like you’re just hanging out,” he notes. “You’re trying to sell some tools, and they're out there to buy tools, but we’re also there to get to know each other. You have more of a friendly relationship than just a customer.”
And as Astin found out himself, getting to know everyone at his shops translated to better relationships, more sales, and happier customers. Some took longer to warm up to him, but he continued to show up and work on those relationships with the right amount of patience and understanding.
“I think one of the biggest lessons I've learned was ‘Don't judge a book by its cover.’ There are a lot of really good customers out there that you would never think would be a good customer, and it may just be based on their attitude towards you,” Astin says. “And then all of a sudden, the next day, you're selling them a toolbox that you just never saw coming or the amount that they're willing to pay. Not being afraid to say, ‘Hey, this is going to run you more than you think,’ and then they say, ‘Oh, I’ll take more than that.’”
Picking products
Although there are a few specialty tools that he keeps stocked for the marinas on his route, Astin notes that his shops’ needs are fairly standard.
“Power tools are always popular,” Astin says. “Milwaukee, certain air tools are still real popular, grinders and stuff like that, but the Milwaukee stuff is always popular. The Vessel iridescent tang purple handled screwdrivers, you can’t keep in stock. Everybody wants them.”
When we spoke to Astin, he was just getting back from the Cornwell Tool Rally 2025, where he completely revamped his inventory.
“It's funny, I got to all my shops after I went to the [Cornwell rally] and they say, ‘What did you get from the tool show?’” Astin says. “I haven't got it in yet, but I can't remember because I ordered thousands of dollars of stuff!”
Friendly, honest, consistent
Astin’s advice for new distributors is fairly straightforward, just like the distributor himself.
“Manage your inventory,” he says. “You want to have stuff on the truck, but you don’t want to overload yourself or find you can’t afford it. Keep your business account tight, keep a good eye on it, and make sure it’s business money in, business money out.”
Consistency isn’t just good for accounting – it’s one of the main reasons Astin has found success. Approaching your customers with an open mind and a way to connect can make all the difference.
“Just being friendly and honest upfront with everybody,” Astin says. “Being consistent with the times that I show up, the days that I show up, and showing up each time. …There’s a stigma that we are ripping people off, being tool trucks, and I try to be very upfront with people. If I buy something on sale, I’ll try to make sure that I sell it on sale if the margin allows for it.”
