Only three years into the mobile tool selling business, Reid Thomas has gained a vast amount of knowledge.
This independent and GEARWRENCH team member runs a route through Houston, Texas, where he services some automotive dealerships, heavy equipment yards, body shops, and independents. For some of the larger shops Thomas visits, one of his favorite things to do is schedule these stops early in the morning so he can bring customers breakfast.
After turning the wrench for around 20 years himself, Thomas understands how grueling work as a technician can be. A gesture like bringing in breakfast goes a long way.
Thomas also spends time looking for unique opportunities to find new customers and make additional sales.
Along with some other GEARWRENCH distributors in Houston, Thomas has participated in providing a sponsorship at a customer's racing event, Texas Shut Down. At the event, he and the other distributors were able to bring two or three trucks, as well as Thomas’ trailer, and set up like they were at a trade show.
A self-proclaimed “people-person”, Thomas feels the best part of being a mobile tool distributor is the people.
Additionally, he says, “It's a great way to experience the diversity we have in our country.”
When it comes to chatting with potential customers, Thomas says his number one rule is “don’t profile anyone.”
“You never know who's going to be your next big customer,” Thomas says. “You have to treat everybody with the utmost respect and treat them like they’re going to be your best customer whether they spend 10 bucks or whether they spend $10,000.”
Thomas also advises other distributors, especially those new to the business, to not be afraid to talk with anyone.
“You're going to have to embarrass yourself and break some eggs getting into business before you really find a groove on how you're going to do things,” Thomas says. “It's a numbers thing. If you spend the time trying to find people and trying to develop your clientele, then you'll get them.”
Another important lesson Thomas has learned as a tool distributor is to “live lean” when you’re just starting out. New tool distributors should keep in mind that after buying their initial inventory and purchasing their truck, they won’t see any money until what’s on the truck is sold, meaning they’ll need to have money set aside to replenish their inventory.
“Live lean, build inventory, and build your clientele. Once you put the hard work in upfront, then it allows you to have a little more time later on to coast a little bit,” Thomas says.
With three years of experience under his belt, Thomas is looking at expanding his business. In the future, Thomas says there’s the potential of him buying a second truck or hiring someone to work at his warehouse and handle bookkeeping, deliveries, inventory, and warranty so he can stay out selling tools.
No matter what happens though, Thomas is happy with his career as a mobile tool distributor.
“It’s difficult, but the rewards are definitely worth it,” Thomas says.
