Professional Distributor - 12

COVER STORY
Thomas recently purchased an
enclosed trailer to use as a separate
toolbox showroom. He would like to
finish this out on the inside to house
heavier items.
"If I have a breakdown, every
month or so I can go out and sell toolboxes - just do something different,"
Thomas says.
For a less-than-two-year-old business, RM Tools LLC is pacing ahead.
Since picking up the route, Thomas has
doubled his returns. Was the change
(along with the challenges) worth the
stress of the unknown?
"Absolutely," Thomas says. "It's cool
to see a business you've taken over and
see it actually having some success."
When life changed for Cornwell Tools dealer
Roy Hernandez, he changed with it.

example where [having been] a technician really comes in handy."
When selling scan tools on his
route, Thomas pulls from his knowledge of how various scan tool models function. He tries to match the
right level of scan tool with each
customer's needs.
While the selling side is less wear
and tear on his body than crawling
under vehicles, Thomas finds tool selling comes with a unique set of challenges, particularly getting everything
done in a timely manner.
"I do have an older truck with
maintenance needs," he says. "[I'm
always] trying to balance orders and
truck maintenance - keeping [the truck]
eye-appealing on the inside, and on
weekends reorganizing on a regular
basis. I'm learning the ropes as far as
what items to display to get the best
bang for the buck."
But Thomas approaches each task,
each challenge, day by day. So far, this
consistency has paid off. "There's a ton
more earning potential here, there's no
doubt about it," Thomas says. "Right
now, I'm putting the hours in and we're
rocking and rolling down here."

FROM AN OIL RIG TO
TOP 30 IN TOOL SALES
Roy Hernandez
Cornwell Quality Tools
Waxahachie, Texas

Roy Hernandez of Waxahachie, Texas,
had worked as a safety consultant
offshore for major oil companies like
Chevron, Shell, and BP for more than
13 years. Hernandez made good money,
but it came at a price. The work was
physically dangerous, contracts were
sporadic, and he was sometimes gone
for two months at a time. Hernandez
remembers that, later on, oil and gas
work began to slow down in the Gulf
as well.
At the same time, Roy's son was
diagnosed with leukemia at the age of 22.
"It all kind of hits you at once,"
Hernandez recalls. "It was a hard decision to make, but I felt I needed to be
home more."
He began to look for a new career
where he could have more control so
he could be at the hospital to support
his son and be home with his family.
In March 2018, the former safety
consultant was introduced to the
mobile tool selling business by a
neighbor, and he looked into joining
the Cornwell Tools family.

12 Professional Distributor I August 2019 I VehicleServicePros.com

"I thought the transition was risky,"
says Hernandez, who liked tools and
had a hobby of racing cars. "You're
always worried about how it's going to
turn out. It was rough the first several
months, but you make it how you want
it to be - as busy or as steady as you
want it. [It turned out to be] a smooth
process due to the fact I had researched
competitors in the tool industry before
making a decision."
Not only has the career move
allowed Hernandez the flexibility to
support his family, but he has risen to
the challenge of a brand new business
venture - he is now a Top 30 dealer for
the company.
Waxahachie, Texas, is located
15-20 miles south of Dallas. The midsized city has a "small town feeling,"
Hernandez says. The Cornwell Tools
dealer drives his truck to area mom and
pop shops and dealerships, promoting
Cornwell products and tools. His customers include automotive technicians,
paint and collision specialists, and diesel mechanics.
The tool dealer admits these past
few years have been "a steady but
bumpy roller coaster" ride. Even so, he
has no regrets.
"Looking back, I would do it all
over again," Hernandez says. He reports
business in Texas is bountiful, but it's
not without some challenges. "This
tool business is in high demand, but
I take a risk every day since the technician industry has high turnover. As
the saying goes, 'With big risk comes
big rewards.'"
Hernandez says he has his daily
route nailed down and continues to
pick up additional clients along the
way. Perhaps the best turn of all: Hernandez's son has been in remission for
the past 10 months.
Hernandez went from essentially
selling himself and his expertise offshore to doing the same, this time
servicing technicians on the mobile
tool beat.

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Professional Distributor

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