september2022 - 24

COVER STORY
is stormy enough to threaten his big
truck, he'll substitute his personal SUV
or pickup truck to ensure that he still
fulfills customer orders.
KEEPING THE
WHEELS TURNING
While the business landscape constantly
evolves with new customers,
vehicles, and technology, Vernon continues
to capitalize on tried-and-true
marketing and merchandising methods.
The personal touch never fails:
Relationship selling, knowledgeable
service, trusty tool warranties, and personal
visits to customers every week.
The techniques Vernon learned
Vernon's truck has a dedicated row at the top for selling safety gloves.
the feet and absorbs shock. Steel Blue
has set the benchmark across the safety
industry by using PORON within that
technology. They have also collaborated
with leading manufacturers to design
custom pieces for their safety boots
such as anti-chaff lining.
Their lightweight, premium materials
protect feet, ankles, knees, hips,
and lower back from shocks and stressrelated
injuries. Overall, they increase
comfort and wellbeing so technicians
can focus on the job.
The company has also improved
standards across the board by earning
USA Safety Footwear Certification
ASTM F2413 and European Safety
Footwear Certification CE EN ISO
20345 on their boots. In recognition
of their contribution to health and
safety, Steel Blue has been awarded the
American Podiatric Medical Association
(APMA) Seal of Acceptance.
THE DAY-TO-DAY
Vernon started out at a franchisee, but in
2019 realized that being an independent
mobile tool dealer was a better fit. Since
then, he has flown the GEARWRENCH
flag and operates a fleet of three trucks
that service more than 900 customers
across Maryland. These are primarily
automotive repair and auto body shops
but include some boatyards and big farm
production operations with their own
repair facilities.
Vernon's 50'x50' warehouse in Stevensville
houses his trucks, inventory,
office, and a small gym. Around 7:30
a.m. every morning, Vernon meets his
two other drivers there to load up their
vehicles and discuss any special needs
or issues arising that he can help them
with. These might be finding specialty
tools, dealing with back orders, or discussing
how best to approach customers
who are behind in their payments.
They're on the road by 8:15 a.m. and
when they return to the facility at the
end of the day, all three drivers review
reports, follow up on customer concerns,
and identify items that need
Vernon's attention.
Road safety is also a consideration
for mobile dealers. For Vernon, that
includes being on the alert for dangerous
winds on the 17-mile-long,
186-foot-high Chesapeake Bay Bridge,
which he criss-crosses daily from his
base on Kent Island. When the forecast
24 Professional Distributor I September 2022 I VehicleServicePros.com
during his successful years in retail
management and sales for Sears and
Bosch still work.
" I keep the trucks organized and
well-displayed, and change up the merchandise
every couple of weeks, " he says.
" I have so much stock that buyers can't
see everything unless it's out front. "
For example, if he flips the locations
of power tools and oil-change tools,
they'll notice items they missed before.
A must-have marketing tool is
home-made treats for customers.
" My wife and mom cook up a mess
of cookies, cupcakes, and brownies on
weekends. On Mondays, they give me
a week's supply of goodies for all three
trucks, " adds Vernon. " Sometimes if a
technician has missed his favorites one
week, he'll ask about them the next time. "
Looking ahead, Vernon will also
continue to rely on proven methods
for growing the business while harnessing
new technology and building
better systems. He'll continue to stay
on top of industry trends and respond
to customers' needs in a timely fashion.
And eventually, he'll hand his wheel
over to another driver so he can focus
more on fine-tuning and operations.
All while continuing to keep himself,
his family, his team, and his customers
in a safety state of mind.
http://www.VehicleServicePros.com
september2022

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