It took some time, effort and experience, but Nigel Clarke found his way in the mobile tool business.
The Chesapeake Va.-based Mac Tools distributor has made significant strides since getting his start a little more than three years ago and, despite having no previous automotive repair experience, he seems poised to build a long-lasting career selling tools.
“The first couple of years were a very, very big learning curve,” says Clarke, one of five individuals in the Chesapeake area who make up Big Boy Tools, a collective of distributors managed by veteran tool salesman Buddy Weaver. “To come into it not knowing anything about the industry was definitely overwhelming.”
However, Clarke’s inaugural trip to the Mac Tools Fair a couple of years back provided the novice distributor with a much-needed boost of confidence to continue on in the business. After networking with other mobile tool industry professionals and receiving both support and encouragement from the Mac Tools staff, he left re-energized and ready to work toward achieving his professional goals.
“And I would say the business has definitely grown in the last year,” says Clarke. “I’ve focused a lot more on the large-ticket items... to increase my cash flow.”
One such large-ticket item product category that Clarke has found success selling is tool storage. He employs a software program that allows customers to configure and design their own tool storage solutions on his truck and see what they will look like on a wall-mounted television monitor nearby. He also uses the screen to display slides of toolboxes he sold in the past to help inspire visiting customers to consider evaluating their own tool storage situations.
“Listening to what the customer wants (is critical),” he says. “It’s easy to go and try to sell the biggest toolbox, but that’s not always what they can afford.”
Clarke approaches potential toolbox sales by first assessing the prospective buyer’s tool storage needs and wants. The information he gathers helps him identify the most suitable course of action.
“Then I usher in the customization and go the extra mile for them, making it completely (the person’s) own toolbox,” he says.
According to the Chesapeake-based distributor, his customers are often looking for a wealth of storage space and a good value when inquiring about tool storage upgrades.
“They want plenty of drawers, and they want the drawers to be big enough to put all of their tools in them,” says Clarke. “They are also looking for the biggest box they can get for the best price.”
Thanks in part to his ability to find success selling tool storage solutions, Clarke has made a lasting connection with both existing and potential customers. Financing a toolbox that costs thousands of dollars certainly goes a long way toward earning appreciation and future business, he says.
“My customers have built a lot of trust up with me, as I have with them,” he continues. “The future is very bright.”
