october2023 - 58

TALES FROM THE ROAD
The tool bank
This independent distributor likes to say he's not
in the tool business, he's in the finance business.
By Emily Markham, Editor
T
he way independent mobile
tool distributor Doug Adams
sees things is that working as a
tool distributor " tools are a byproduct. "
" We're in the finance business, " he
says. " We're like a bank. "
THE ISSUE WITH
SELLING TOOLS
While driving his route through Paulding,
Fulton, and Cobb counties in Georgia,
Adams runs into the same problem
many distributors do - making
collections.
" It's a brutal industry, " he says. " I tell
people that I'm not in the tool business,
I'm in the finance business, and that's
what we do, we finance tools to people.
And there's where the tricky part comes
in, collecting your money is a very big
task and it's something that you stay
on non-stop. "
To stay on top of this, Adams likes to
get out on his truck early - 4:30 in the
morning early - and get everything for
the day situated. With no one around
to disturb him, he studies up on his
customers, the collections he needs to
make, and his products.
INVENTORY YOUR
CUSTOMERS WANT
If you asked Adams' customers, they
would say that what sets him apart from
other distributors is that he keeps his
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BACK TO BASICS
While interacting with his customers,
Adams notes he's " just one of the guys. "
" I don't look down or talk down to
anybody, " he says. " I just go with the
flow. I was one of them at one time. "
Though Adams has a background
Adams' background as a technician
helps him know what products to stock
on his truck.
Photo courtesy by Doug Adams
truck better stocked - more products,
different options.
" [Customers] like it when they don't
have room to walk down the aisles,
there's so much stuff on the shelves, "
Adams notes.
Though it can be tricky knowing
what inventory customers are going
to want, having been a diesel technician
for 16 years prior to starting his
tool business in 2017, the independent
understands his customers and knows
the kinds of quality tools they need to
get their jobs done.
Lately, Adams says he has been
pushing a line of VIM Tools as well
as some of Mueller-Kueps' products.
He says he's been enjoying both companies'
new products and the high
quality they offer.
Additionally, his customers are also
enjoying TOPDON products. The distributor's
main customers work on big
trucks and equipment. With some of
TOPDON's scan tools having the ability
to add a truck line, Adams notes that
this feature makes the tools very convenient
for his customers, giving them an
all-in-one solution for scanning.
58 Professional Distributor I October 2023 I VehicleServicePros.com
in the industry from working as a technician,
he also had a mentor when he
was just getting started. Back in 2017, he
was looking for a career with a flexible
schedule so could better meet his kids'
needs in terms of getting them from
place to place. He notes that while he
was still " wrenchin' " he became friends
with the independent distributor he was
buying tools from - Barry Hambrick.
From there, Hambrick guided him along
and got him into the business.
Unfortunately, not every distributor
has worked as a technician in the past
or has a mentor to turn to for help, so
Adams offers this advice.
" Stay consistent, " he says. " Be transparent.
That's a big key to running this
business. Stay on top of your route, your
people, your tools, your inventory, and
so forth. "
FUN FACTS:
Favorite snack
Beef jerky
Favorite music
Country
Favorite hobby
Riding his motorcycle
Favorite place to travel
Jamaica, Mexico, etc.
http://www.VehicleServicePros.com
october2023

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