march2023 - 42

TALES FROM THE ROAD
Taking care of business
This Cornwell dealer doesn't procrastinate when it
comes to his customers' needs.
By Emily Markham, Associate Editor
Don't put anything off. "
Learning how to interact with each
customer has also been crucial for the
Cornwell dealer. Previously, he was interacting
with the same people every day.
Now driving throughout his Northeast
Illinois route and visiting his variety of
customers (car dealerships, independents,
trucking companies, etc.), Edwards has
had to figure out the best way to interact
with each individual.
Along with that comes remembering
all their names. The first few weeks on the
truck, Edwards recalls he could remember
the faces, but not necessarily the names.
" I would look up the purchase hisEdwards
has been a Cornwell Quality Tools dealer for a little over two years now.
T
hough Cornwell Quality Tools
distributor Dave Edwards has
only recently reached his twoyear
anniversary of selling tools, he
knows the keys to continued growth for
his business - time management, interacting
with customers, and consistency.
SEEING SUCCESS
Before starting up his own truck,
Edwards had plenty of experience with
tools, technicians, and even Cornwell
dealers. After going to school for automotive
and diesel technology, Edwards
began work as a fleet technician for construction
companies. He spent 25 years
maintaining their equipment, and the
last 15 years working as both a technician
and fleet manager.
Edwards decided to become a
tool distributor from watching the
What's your story?
Share the ups and downs of life on the road
with us at Editor@VehicleServicePros.com
and you could be featured in our next Tales
from the Road column.
Cornwell dealers he observed while
working as a technician.
" As a customer, I saw [the Cornwell
dealers'] success and growth and with
COVID and all that stuff happening, my
position with my construction company
was unknown. I wanted my own business
somehow and the tool business was
still a viable option. "
Starting his business during COVID19
was a bit of a challenge. Edwards notes
that the issues with the supply chain
made it difficult to get certain products,
but things have only gotten better over
the last two years.
A LEARNING PROCESS
While still fresh to the tool-selling
game, Edwards has learned a lot about
how to make his business a success.
" It's time management, " Edwards says.
To get through the day and stay on
top of what needs to be done, time management
has to be a priority, Edwards
notes. Whenever a customer asks him
a question or needs something, he tries
to get the task handled as soon as possible.
He says, " Take care of the business.
42 Professional Distributor I March 2023 I VehicleServicePros.com
tory, put a face with a product, and put
it all together to remember their name, "
Edwards says.
Most important, though, has been his
consistency. He notes that it's consistency
that helps him stand out compared to
other dealers in the area. He shows up
every week, talks to his customers, and
manages any wants, needs, or concerns.
LOOKING AHEAD
Edwards hopes to expand some of the
product lines he carries on his truck -
mainly toolboxes and scanners - and
just grow his sales. One way he's trying
to obtain growth is through social media.
He posts to his Facebook and Instagram
accounts daily to drum up more business.
" I just want to give the best service in
my area, " Edwards adds, " and get the most
business I can get out of my territory. "
FUN FACTS:
Favorite Snack
Chocolate
Favorite Hobby
Circle track asphalt racing
Daily Carry
Wallet and lunchbox
Favorite Place to Travel
Any new place
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march2023

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