When independent tool dealer Brian Deakins was last featured within the pages of Professional Distributor in 2013, he recently made the big decision to leave his home state of California for a new start across the country in North Carolina.
Although the move may have been more of a challenge than he had thought, the challenges are “becoming less and less every day” and he has no regrets.
Formerly an aircraft mechanic, Deakins found himself in the tool selling business after his father talked him into taking over his territory when he retired. Deakins figured he could always go back to working on planes if it didn’t pan out.
“I guess that was 25 years ago and I haven’t been back,” he laughs.
The first 15 of those years, he worked for a flag. He decided to part ways and start his own business, now called Outlaw Tool Supply.
Now in a more laid-back atmosphere than southern California, Deakins enjoys his route located just outside Charlotte. It’s a nice mix of small towns and bigger cities as well as independent shops and dealerships. His customers are mostly automotive, but some stops include body shops and agriculture shops.
It’s no surprise that customers would describe Deakins as easy going and reliable. If a customer is interested in a tool but may be hesitant on buying it, he’ll put it in their hand and tell them to try it out. If they don’t like it, then they just need to bring it back.
“Most of the time it doesn’t come back,” he says.
For every new customer that steps on his truck, he’ll tell them right off the bat that if they’re not happy with a tool to just bring it back. He implemented this policy after a past experience: a customer wasn’t happy about a tool and Deakins wasn’t informed until another customer brought it to his attention.
“I guess some people are scared to bring stuff back to return something,” he says. “Whatever it is, it doesn’t matter. If you don’t like it, bring it back. We’ll figure something out. If you’re not happy, it’s not doing either one of us any good.”
It’s also important for the mobile tool dealer to get to know every one of his customers. It not only benefits himself, but also the customer.
“You never know who you’re dealing with until you get to know them,” he says. “Don’t judge a book by its cover. The more you talk to people, the more they understand.”
As for the tools on his 2006 Freightliner MT55 22’ truck, Deakins wouldn’t say he sells one type of tool over another. Although, he does admit he sells a lot of cordless tools, especially from Milwaukee Tool.
“I sell a little bit of this and a little bit of that,” he notes, adding that he is surprised how few of air tools he sells anymore.
“Air tools are kind of dying and going by the wayside,” he says. “I never would have thought that starting out 25 years ago.”
Looking ahead, Deakins plans to sell for another 20 years. Until the day he retires, he wants to take care of this customers and perhaps take some vacation from time to time.
“As long as I can work, I’m going to keep working,” he says.
