Professional Distributor - 4

EDITOR'S NOTE

Published by Endeavor Business Media, LLC
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Fort Atkinson, WI 53538
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A lesson in 'Go with the flow'
Have you slowed down or shifted gears in
today's business landscape?

M
BY SARA SCULLIN
EDITOR

920-568-8394
Sara@VehicleServicePros.com

obile 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 toolselling 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's 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 personto-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.

4 Professional Distributor I October 2020 I VehicleServicePros.com

Printed in the U.S. Volume 28, Number 9; October 2020
EXECUTIVE VICE PRESIDENT - TRANSPORTATION 

Reggie Lawrence rlawrence@endeavorb2b.com

VP/GROUP PUBLISHER, ENDEAVOR COMMERCIAL VEHICLE GROUP

Kylie Hirko 630-253-4034 Kylie@VehicleServicePros.com
EDITOR  Sara Scullin

920-568-8394 Sara@VehicleServicePros.com
MANAGING EDITOR  Brittany Vincent

502-519-7978 Brittany@VehicleServicePros.com
ASSISTANT EDITOR  Tyler Fussner

920-234-6232 Tyler@VehicleServicePros.com
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920-234-6359 Emily@VehicleServicePros.com
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920-563-1764 Kayla@VehicleServicePros.com
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Professional Distributor

Table of Contents for the Digital Edition of Professional Distributor

Editor's Note: A Lesson in "Go With the Flow"
Cover Story: The Business of Tool Storage
2020 PTEN People's Choice Award Winners
Show Me Your Truck: A Natural Fit
Most Wanted
Sneak Peek
Go Sell Something: Impulse Add-ons Sell Even More
In Focus Products
Diagnostic Tech: Navigating Today's Voluminous Data Sets
Driving Sales: Lighting
Tales From the Road: Breakfast in the Bay
Professional Distributor - 1
Professional Distributor - 2
Professional Distributor - 3
Professional Distributor - Editor's Note: A Lesson in "Go With the Flow"
Professional Distributor - 5
Professional Distributor - Cover Story: The Business of Tool Storage
Professional Distributor - 7
Professional Distributor - 8
Professional Distributor - 9
Professional Distributor - 10
Professional Distributor - 11
Professional Distributor - 12
Professional Distributor - 13
Professional Distributor - 2020 PTEN People's Choice Award Winners
Professional Distributor - 15
Professional Distributor - 16
Professional Distributor - 17
Professional Distributor - 18
Professional Distributor - 19
Professional Distributor - 20
Professional Distributor - 21
Professional Distributor - 22
Professional Distributor - 23
Professional Distributor - Show Me Your Truck: A Natural Fit
Professional Distributor - 25
Professional Distributor - Most Wanted
Professional Distributor - 27
Professional Distributor - Sneak Peek
Professional Distributor - 29
Professional Distributor - 30
Professional Distributor - 31
Professional Distributor - 32
Professional Distributor - 33
Professional Distributor - 34
Professional Distributor - 35
Professional Distributor - Go Sell Something: Impulse Add-ons Sell Even More
Professional Distributor - 37
Professional Distributor - In Focus Products
Professional Distributor - 39
Professional Distributor - 40
Professional Distributor - 41
Professional Distributor - Diagnostic Tech: Navigating Today's Voluminous Data Sets
Professional Distributor - 43
Professional Distributor - 44
Professional Distributor - 45
Professional Distributor - Driving Sales: Lighting
Professional Distributor - 47
Professional Distributor - 48
Professional Distributor - 49
Professional Distributor - Tales From the Road: Breakfast in the Bay
Professional Distributor - 51
Professional Distributor - 52
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