Averaging a MILLION
Professional Distributor’s 2012 Distributor of the Year
Rick Brown talks millennial techs and customer service.
by Vesna Brajkovic, Assistant Editor
Virginia-based tool dealer Rick
Brown was the first Cornwell
tool dealer to place a million-dollar
product purchase, and since
then continues to average roughly
a million dollars in sales and
collections each year. Even with
seven competitors on his route.
He was also Professional Distributor’s
first Mobile Tool Distributor of the Year
back in 2012.
But with all those firsts, he’s not
the first tool dealer to have to figure out
how to navigate the trend of technicians
purchasing their tools online, especially
millennials. And with 2,500 customers
on the books, he sees his fair share
of how it has affected his business and
steered many conversations.
“With the youth of today, the millennials,
they have more tendencies to
buy things off the internet because they
can get it for half the price for what a
tool man’s selling it for,” Brown says.
And they’re not shy to bring it up
either. At least not at first.
“They just haven’t realized the service
that comes with purchasing the tool
from a dealer,” Brown says. “As they
start getting older and hang out with the
older mechanics, the older mechanics
are teaching them that you might pay
a little more but you’re gonna get better
service with the tool.”
So, with the help of his veteran
technician clientele backing him up,
and perhaps a little bit of his laid back
“southern charm,” Brown continues to
service new customers by explaining
the benefits of having a tool dealer on
their side.
IN FOCUS PRODUCTS: DENT FIX, MASTERCOOL, CAL-VAN TOOLS
18 Professional Distributor I October 2018 I VehicleServicePros.com
Cornwell Tools dealer Rick
Brown has continued to
average a million dollars in
sales and collections since
he was first featured in PD.
The Distribution Network Connection PROFESSIONALDISTRIBUTOR
APRIL 2012
VOL. 20, NO. 3
2012
Mobile Tool
Distributor
of the Year
Cornwell Dealer
Rick Brown Page 08
IN EVERY ISSUE
Sales Q & A page 14
Social media Part II: Get into Facebook
Driving sales page 18
A/C service and repair
Mobile motivations page 26
Don’t be afraid of the four letter word: FEAR.
NEW! Sneak Peek
product section page 27
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