DISTRIBUTOR PROFILE
Professional Distributor I December 2018 I VehicleServicePros.com 13
cordless tools are very popular with all
of his customers, even those at heavy
duty truck shops. He sells a great deal
of tools in this category.
“The cordless tools are taking over,”
Hardin says. “Even sanding, cutting and
grinding tools … that’s coming, too. The
batteries are getting so much better, and
the life expectancy of the batteries are
improved drastically.”
Running multiple routes
Hardin started his second truck and second
driver in April 2016. He is in the process of
starting a third truck and driver. Training
is going well, and Hardin sees a benefit
to riding two-to-a-truck, as one person
can take money and the other can focus
on selling.
Hardin admits there was a learning
curve involved with setting up additional
routes, and each truck proved a different
experience. Still, the decision was the
right one for him.
“I went to a multi-route class; that
was the second one I’d been to,” he
recalls. “The second time I came out
and thought, ‘The only way I’m going
to make more money is if I hire someone
or work more hours.’ I’d been through
that working more hours, and I’m not
doing that again.”
Setup for truck number two was a
smooth process. Hardin got in touch
with Dan Robertson, who had been a
distributor for 13 years and excelled at
large-volume sales.
“Going from one to two trucks, I
never missed a beat,” Hardin says. “I
hired Dan, bought his truck and ordered
inventory at the tool fair in Vegas.”
He says starting the third truck has
been a bit tougher than the first goround.
But he is optimistic about the
payoff. Brad Atwell is Hardin’s second
driver and new hire. Atwell’s off to a
promising start with a $7,000 average
for the first six weeks.
“It’s been a little stressful but I know
we can do it,” Hardin says. “I know I’ll
do whatever it takes to make it work, so
I’m not really worried.”
Ultimately, Hardin would like to
grow his operation to four or five trucks
and concentrate more on managing the
business, as well as selling more bigticket
items like toolboxes and diagnostic
tools. He’s laying the foundation
now to retire at 55.
“I’ve said it for a long time, and I’m
going to do everything in my power to
make that come true,” Hardin says. “I’ve
watched so many people work until
they retire and die, and I don’t want
that to be me.”
Double-dose of
reality and reliability
With his customers, Hardin is honest and
up-front, telling one technician, “I need
to check out your clamp, because some
other customers are having issues with
it.” He is quick to help them find
Pegboard wall surfaces are stocked with plenty of small items for purchase.
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