Professional Distributor - 7

COVER STORY

THE BUSINESS OF

tool storage

Today's boxes and carts are built for
contemporary tools and work styles.
by Sara Scullin, Editor

F

or many mobile tool dealers, perhaps no other sale brings
with it the ceremony and excitement that a toolbox sale does.
Miguel Segura, a Quality Cornwell Tools dealer located in Federal
Way, Washington has been a mobile tool dealer and part of the Cornwell
team for about a year and a half. On his part-urban, part-rural route Segura
makes stops at RV dealerships, truck shops, and mom and pop businesses.

Despite being on the job a relatively
short while, Segura is no novice when it
comes to tool storage sales.  
"I had a really good start to the
year selling boxes," Segura says. "I was
shocked with how many I was selling."
Segura says he tries to keep at least one
toolbox on his truck - in fact, he sold
his last box off the truck and often has
customers trade in used boxes for something new.   
"Some guys want to step up from
an entry level box to something
bigger," Segura says. "I feel I price
them right." 
Before Segura spent his days driving
a tool truck, he invested 15 years turning
wrenches as a dealership technician. He
knows first-hand how these shops
operate, and he uses this knowledge
to relate to his customers. "I know the
headaches [technicians] encounter, and
I really sympathize with them," he says. 
Towards the end of summer, Segura sold 17 Cornwell Tools roll cabs and

carts to a Jaguar dealership on his route.   
He recalls these 
technicians
were looking to outfit their facility
with new, "sturdy" boxes. Segura and
Cornwell Tools District Manager Jason
Neil responded by dropping off a Cornwell Platinum Series unit for the technicians to inspect. Shortly after that, Segura says, the competition dropped a sample at the shop, as well. While technicians evaluated the two products side
by side, Segura presented his product
and then let his customers make 
the decision.  
He recalls, "The service manager at
the shop said, 'They like your box the
best, but I still have to take bids.' Owners will always look at the bottom line."  
Segura got the bid, and he adds: "The
technicians are happy because they're
getting the box they like the most." 

TOOL STORAGE AND ROI
Toolboxes and organization systems
are important because they house and

protect tools while keeping a shop looking tidy and professional. But they're
also revenue generators. The more organized a professional is, the quicker and
more efficiently they can complete work.
Time saved is money earned.
Mechanic's Time Savers Vice President of Engineering and Quality Control Rich Heidelberger has designed and
built boxes for several companies over
the years. Heidelberger says he "grew
up" in the industrial power tool industry before advancing to industrial and
automotive networks. Mechanic's Time
Savers recently expanded their offerings from tool organization to include
tool storage. 
"I've spent the second half of my life
working on automotive equipment and
products, and tool organization and storage," Heidelberger says. "Now we have
both sides of the business; we know how
the box should be designed and work
with the products we have. The sole
focus is organization and saving time
on the job. 
"A technician gets charged for their
time by the hour. If our products can
save them time, they can improve their
product margin," Heidelberger says. 
The right toolbox or cart can help
a technician to work smart and care

Professional Distributor I October 2020 I VehicleServicePros.com 7


http://www.VehicleServicePros.com

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
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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
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Professional Distributor - 45
Professional Distributor - Driving Sales: Lighting
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Professional Distributor - 49
Professional Distributor - Tales From the Road: Breakfast in the Bay
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