august2022 - 42

TALES FROM THE ROAD
Training in the mechanics
of tool distribution
Norman Hansen started his route after he realized he
wanted 'more variety' in his life during the pandemic.
By E. Lisa Moses
employer now, " he reports. " Like working
for any employer, getting paid motivated
me to do better. "
Hansen now works smarter, watches
his bottom line carefully, and makes
sure to collect payment for goods sold.
" On the personal side, I'm careful
to live below my means and plow
money from my personal account
back into my business when I can, "
he reports. " On the company side, I
focus on budgeting, replenishing my
inventory as I sell items, and getting a
fair return on my investments. "
Hansen also plays the long game
of building trusted relationships with
customers along his route.
He reports that his biggest sellers
Hansen admits to making some 'young person' mistakes when he first bought
his Cornwell Quality Tools franchise during the pandemic.
S
ince he bought a Cornwell
Quality Tools franchise at age 23,
Norman Hansen has crammed
what seems like a lifetime of learning
into two years. Today at 25, Hansen
looks back at a rocky beginning and
bumpy rise to profitability, and he looks
forward to smooth sailing ahead.
That's a bit like the terrain on his
1,000-square-mile route in Whatcom
County, Wash. that borders on Canada
and the Salish Sea. It is marked by
flatlands, rolling hills, and mountains.
His customers range from regular automotive
and semi truck shops to logging
shops and fabrication enterprises.
When the COVID-19 pandemic
scared drivers into staying home, business
at the car dealership where Hansen
previously worked slowed to a crawl.
He and several other technicians were
laid off. Seeing his income dwindle
while his bills piled up, Hansen tried
his hand at different things, including
cattle ranching.
" During that time, I realized that I
wanted more variety in my life, " he says.
" I love turning wrenches, but that was
all I did at the dealership. "
Hansen has always been a " tool nut, "
and has become a fan of Cornwell products
over the years. When he approached
Cornwell dealers about jobs, they suggested
he start his own business.
" I crunched the numbers and with
my family's help, I was able to buy a franchise, "
he says, admitting that the biggest
magnet for that idea was becoming his
own boss and taking control over his life.
Hansen's business took off quickly,
but he confesses to making a few " young
person " mistakes at the outset. These
included spoiling himself and living
beyond his means - a pattern that forced
him to work even harder to get back on
top and stop giving himself a salary. He
also learned to trust his gut instinct after
being stiffed by a shady customer.
The combined effect of several negative
experiences was discouraging, and
he turned to a longstanding Cornwell
dealer and friend for advice.
" He told me the first thing to do
is always pay myself because I'm the
42 Professional Distributor I August 2022 I VehicleServicePros.com
are diagnostic equipment and the 5'
cables with Wi-Fi inspection cameras
and lights that customers can use to
find things in dark, crammed spaces.
With his business now healthy
and growing, Hansen is confident
he can attain his long-term dream
of buying a five-acre property where
he can settle down, raise a family,
enjoy the space, and have a garage big
enough to park his tool truck, pickup
truck, and other toys.
FUN FACTS:
Favorite takeout spot
Haggen's in Bellingham,
Wash. for the $8 Empress
Chicken lunch
Favorite driving music
'70s and '80s rock and roll
Biggest sale ever
$15,000 - started off with
just selling some hand tools
Summer fun
Road trips with fiancée
Laryssa Thompson
Favorite toys
His snowmobile and 1996
K-2500 Chevy with 300,000
miles on the odometer
http://www.VehicleServicePros.com
august2022

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