Professional Distributor – March 2026

READY TO

GEAR UP YOUR GROWTH

When you join the Gear Up Advantage Program, you don’t go it alone. You get a full team in your pit—working behind the scenes to keep your business moving faster, stronger, and more competitively.

Designed specifically for Independent Mobile Distributors, Gear Up is more than a supplier relationship. Medco partners with you, helping fine-tune your operation, strengthen your margins, and keep you competitive—every day, in every market.

This is real support from real people who are invested in your success— for the long haul.

Your growth is our focus. That’s the Medco difference.

•Volume-based pricing

•Freight prepaid

•Exclusive gear up–only promotions

•Co-branded marketing materials

•Integration with Mobile Manager 1, Tool Manager & more

•Distributor-focused return policy

•One-on-one support from sales reps, tool & diagnostic specialists, and paint & body experts

•Access to first-to market tools

Ready to Gear Up? Scan the QR code to have a Medco sales professional contact you to discuss how to get a full pit crew for your business.

www.cognitoforms.com/MEDCO3/GearUpAdvantageCustomerInquiry

www.medcoonlinewarehouse.com

EDITORIAL DIRECTOR Chris Jones 770-625-1526 ChristopherJ@EndeavorB2B.com

EDITOR-IN-CHIEF Nadine Battah 330-808-4298 Nadine@VehicleServicePros.com

EDITOR Emily Markham 920-234-6359 Emily@VehicleServicePros.com

ASSISTANT EDITOR Elli Carder 224-324-8514 Elli@VehicleServicePros.com

ASSOCIATE SALES DIRECTOR Mattie Gorman-Greuel 920-563-1636 MGorman@EndeavorB2B.com

DIRECTOR OF BUSINESS DEVELOPMENT Cortni Jones 920-568-8391 CJones@EndeavorB2B.com

ACCOUNT EXECUTIVE Diane Johnston 920-568-8364 DJohnston@EndeavorB2B.com

ACCOUNT EXECUTIVE Sean Thornton 269-449-0257 SThornton@EndeavorB2B.com

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AD SERVICES MANAGER Karen Runion 330-736-1291 KRunion@EndeavorB2B.com

ART DIRECTOR Eric Van Egeren

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ENDEAVOR BUSINESS MEDIA, LLC

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FOUNDER RUDY WOLF

Subscription Customer Service 877-382-9187; 847-559-7598 • Circ.ProfDistmag@omeda.com PO Box 3257 • Northbrook IL 60065-3257

Article reprints reprints@endeavorb2b.com

Professional Distributor (USPS 017-300; ISSN 1553-6211 print; ISSN 2150-2080 online) is published nine times a year in March, April, May, June, July Special Issue, August, September, October and December by Endeavor Business Media, LLC. 201 N Main St, 5th Floor, Fort Atkinson, WI 53538. Periodical postage paid at Fort Atkinson, WI, and additional mailing offices. POSTMASETER: Send address changes to Professional Distributor, PO Box 3257, Northbrook, IL 60065-3257.

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Printed in the USA. Copyright 2026 Endeavor Business Media, LLC. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopies, recordings, or any information storage or retrieval system without permission from the publisher. Endeavor Business Media, LLC does not assume and hereby disclaims any liability to any person or company for any loss or damage caused by errors or omissions in the material herein, regardless of whether such errors result from negligence,

authors of said articles.

COVER STORY

22 Selling Solutions

Hand and specialty tools are highly reached for, but easily overlooked when it comes to selling. Make sure you’re getting the most out of these products on your truck.

DEPARTMENTS

6 Editor's Note

Insights from the road

28 The Truck Stop

How to know when to buy a new truck

40 Tales from the Road

This Mac Tools distributor has seen this industry evolve into what it is now after 46 years on the road.

8 Sneak Peek

Brand new products from Schumacher Electric, Milwaukee Tool, Launch Tech USA, and more.

16 Most Wanted

The top viewed products from technicians and shop owners based on page views from VehicleServicePros.com.

18 In Focus

Taking a closer look at products from Streamlight, XTool, K-Tool, and FJC.

30 Show Me Your Truck

Dustin Cannoy, Independent

32 Tool Dealer 101

Brian Fahlgren goes over the consequences of burnout and how to deal with it.

34 Driving Sales

Products that will help your bottom line.

42 Pro Tips

Distributors share advice on selling to the technician who has everything.

Jared Hull, Cornwell Tools

Brian Fahlgren discusses how promoting yourself promotes your business. He notes that your customers conduct business with the person inside your tool truck, not the logo on its side. VehicleServicePros.com/55356295

PRO TIPS

The seasons change, does your inventory change with it? These distributors share their thoughts on how they do or don’t rotate their inventory based on the time of the year. VehicleServicePros.com/55353285

INNOVATION AWARD PROFILE

In this Q & A with Matt Toporski, director of sales and marketing at Thexton Manufacturing, he talks about how Tire Wrench Support Stand will improve the lives of technicians and shop owners. VehicleServicePros.com/55344090

VehicleServicePros.com/55353439

The latest lineup from APEX by BendPak keeps affordability in mind when it comes to shop equipment. The new line includes two-post lifts, tire changers, wheel balancers, and accessories.

RATCHETING WRENCH SETS 120 TOOTH

K-Tool International 120 Tooth Metric Double Box Flex Ratcheting Wrench Sets

+ This K-Tool product comes with a patented 120 tooth design, excellent for tight working spaces

+ Innovative internal gear mechanism and spherical profile (Spline Plus) makes this one of the best performing ratcheting wrenches available

+ Extra long, flexible and reversible making it the most versatile set of ratcheting wrenches on the market

+ Raised box end gear provides more surface contact and access to recessed fasteners

+ The 180° rotating head on both ends of the wrench for easy use at any angle

KTIXDDBM5120S

5 Piece 120 Tooth Double Flex Ratcheting Wrench Set

Sizes Included: 8 x 10mm, 12 x 14mm, 13 x 15mm, 16 x 18mm, and 17 x 19mm

KTIXDDBM2120S

2 Piece 120 Tooth Double Flex Ratcheting Wrench Set

Sizes Included: 21 x 22mm and 24 x 25mm

KTIXDCRWS8SAE

8 Piece 120 Tooth

Reversible Combination

SAE Wrench Set

Sizes Included: 11/16”, 1/2”, 3/4”, 3/8”, 5/16”, 5/8”, 7/16”, 9/16”

KTIXDCRWS12MM 12 Piece 120 Tooth

Reversible Combination

Metric Wrench Set

Sizes Included: 8-19mm

NADINE BATTAH EDITOR-IN-CHIEF Nadine@ VehicleServicePros.com

Insights from the road

Connecting at a trade show matters just as much as what is being launched during it.

This issue marks a first for me, and I could not be more excited to be writing to you as the new Editor-in-Chief of Professional Distributor. For the past five years, I have had the opportunity to cover the tool and equipment industry closely, spending time with manufacturers, distributors, and technicians to better understand what drives this business and the people behind it. Stepping into this new role feels like a natural next chapter, and I am thrilled to continue telling your stories.

What has always stood out to me about this industry is how relationship-driven it is. Success on the truck is built on trust, consistency, and showing up day after day with solutions that matter. That distributor-focused perspective is what makes Professional Distributor such a valuable resource, and it is something I am excited to lean into even more as we move forward.

By the time you are reading this, the Mac Tools Tool Fair in February will have already wrapped up, and I will have returned from attending the event. Trade shows like this are some of the most valuable opportunities we have as editors to listen, observe, and learn. There is something special about seeing new products on the floor, talking face-to-face with distributors and manufacturers, and hearing firsthand what is working on the truck and what challenges still need solutions.

The Mac Tools Tool Fair offers a chance to see where the brand is headed, but more importantly, it offers insight into what distributors are prioritizing right now. From conversations about inventory

strategies and customer expectations to discussions around new technology, financing, and route efficiency, these are the conversations that help shape the coverage you will see in future issues of Professional Distributor.

As I continue to attend these events over the next few months and spend time talking with distributors across the country, my goal is simple. I want Professional Distributor to reflect the real-world experiences of the people reading it. That means highlighting strategies that work, addressing challenges honestly, and showcasing products and ideas that genuinely help distributors grow their businesses.

This magazine is not meant to live only on a desk or a shelf. It should be a resource you can come back to, something that sparks ideas, validates experiences, or introduces you to a new approach worth trying.

Thank you for welcoming me into this role. I look forward to meeting many of you!

Attendees excitedly gather on the show floor after attending the Kick-Off Meeting in 2025.

RELIABLE FULFILLMENT

✓ SAME DAY and FREE SHIPPING on qualifying orders

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✓ Every shipment HANDLED WITH CARE — because it matters

✓ Providing an UNMATCHED BUYING EXPERIENCE at every step.

✓ 100% EMPLOYEE OWNED

When you call, you speak directly with an owner.

SNEAK PEEK

Welcome to Sneak Peek!

This section features recently introduced automotive tools and equipment. See new products even before automotive technicians read about them in PTEN magazine.

EFFECTIVELY

REMOVE

GRIME,

GREASE, AND MORE Big Wipes Heavy Duty

Textured Scrub & Clean Wipes are designed to remove grease, grime, adhesives, sealants, paint, anti-seize, and dirt from hands, tools, and surfaces without the use of harsh solvents. These wipes require no water and are durable, absorbent, and safe on skin, according to

For more information, visit VehicleServicePros.com/55340436

DELIVERS 1,800 PEAK AMPS FOR 12V JUMP STARTING

The Schumacher Electric Portable Jump Starter + Air Compressor, No. SL1686, is a compact, lithium-powered multi-function device designed for automotive, outdoor, and emergency use. It delivers 1,800 peak amps for 12V jump starting and features fast-charging USB-C and USB-A ports, a three-mode LED worklight (SOS, strobe, flashlight), and a high-efficiency air compressor with a maximum pressure of 150 psi. The compressor includes four inflation modes for cars, motorcycles, bicycles, sports balls, and a custom setting, with automatic shutoff at the preset pressure. n

For more information, visit VehicleServicePros.com/55327991

BACKED BY A 3-YEAR WARRANTY

The ChargeDNA 5.0+ x5 Battery Charger & Maintainer is a professional-grade smart charger delivering 5A output for 6V and 12V lead-acid and LiFePO₄ batteries. Featuring ChargeDNA’s 6-stage Adaptive Charge Algorithm, it ensures fast, safe, and accurate charging across multiple battery chemistries. Advanced functions include Low Voltage Recovery for deeply discharged batteries and a fully automatic float/maintenance stage for long-term storage. Backed by a 3-year warranty, the 5.0+ x5 provides professional performance and confidence in every charging and maintaining cycle, according to the company. n

For more information, visit

OFFERS DEDICATED ENTRY-LEVEL HEAVY DUTY DIAGNOSTICS

The XTool HDGURU offers heavy duty vehicle diagnostics via standard OBD-II protocols, with over 60 bidirectional tests, more than 35 Cummins dedicated functions, and advanced feature and parameter programming across over 45 applications. It features a streamlined Linux system and a 5.45” display. The HDGURU can provide DTC scanning and clearing, ECU information, live data, freeze frame, and more for Cummins ECUS via OBD-II and 6+9-pin Cummins diagnostic connectors. The tool can also perform various maintenance functions, including special functions, feature activations, and parameter modifications for all major Cummins ECUs. The HDGURU has 35GB of storage and a 3150mAh battery. n

DESIGNED

FOR NONMAGNETIC NUTS/BOLTS

The 5-pc 1/4” Square Drive Z-Series Universal Nut Grip Socket Set , No. RS2441MZ/5, from Ko-Ken, is designed for non-magnetic nuts/bolts to be held firmly in a 6-point socket. The design consists of two balls held in place by a spring steel ring. Ko-Ken’s universal joints are connected with mutually engaged hexahedrons. This connection disperses the load across the whole outer circumference. The same durability is obtained with this design in comparison to the pin-type. n

For more information, visit VehicleServicePros.com/55330794

For more information, visit VehicleServicePros.com/55322642

FEATURE 6PT DOUBLESIDED FLIP SOCKET DESIGN

The 4-pc Half Size Metric Flip Socket Set, No. 96120, from Cal-Van Tools is designed to remove inflated, damaged, or warped chrome-capped lug nuts, found on most domestic and foreign vehicles. This set includes a 1/2” drive and a 3” extension bar. Made from chrome molybdenum steel for additional strength and durability. Can be used with an impact-rated power tool. The set’s black oxide finish resists rust and corrosion. n

For more information, visit VehicleServicePros.com/55329233

DEDICATED CONTOURED GRIP FOR COMFORT

The Milwaukee Tool M12 FUEL 3/8” , No. 3053-20, features a brushless outer rotor motor designed to deliver 70 ft-lbs of torque to breakaway stubborn fasteners, and 400 RPM to remove and install fasteners at higher rates of speed. The ratchet’s compact head and body size allow users full body access in tight spaces, maintaining a 3/4” head profile. It also features a new-to-world modular trigger cap, allowing users to switch between various button or paddle trigger configurations for customizable comfort. Equipped with a targeted LED worklight, battery-isolated system, and optimized forward reverse shuttle. n

For more information, visit VehicleServicePros.com/55342499

IDEAL FOR USE WITH 8,000-LB CAPACITY

The Atlas 8-pc Floor Panel Set is ideal for use with 8,000-lb capacity lifts with a 37.25” gap between the gaps and a runway thickness of 4”. The Floor Panel is sold as a complete set, including all eight pieces required for a full installation. Each piece can also be purchased individually. Features a lightweight design. n

For more information, visit VehicleServicePros.com/55352667

FEATURES LIGHTWEIGHT, SOFT-TOUCH SURFACE

The 1/4” SmartCase Socket Set , No. 2200SC-2-PD, from Hazet , consists of 50 pieces developed and produced in Germany as part of the exclusive Hazet Porsche Motorsport Edition. The SmartCase combines the advantages of a slim, lightweight soft-touch surface with the robustness of a hard-shell toolbox, securely protected by a wear-free magnetic closure. It can be opened flat or set up like a tablet cover. The 50-piece assortment includes various drives such as external 12-point traction profiles and internal TORX, and is secured with robust tool holders. n

For more information, visit VehicleServicePros.com/55339074

SNEAK PEEK

OUTBOARD WHEEL PLACEMENT CREATES A STABLE PLATFORM

The “Bone” Mechanic’s Creeper, No. 6031, from SFA Companies features the patented “Bone” shape and outboard wheel placement, which creates a stable platform that doesn’t tip, flip, or pinch during use. This design ensures safety while working in tight spaces. This creeper is equipped with custom-molded 5-1/8” diameter wheels that feature oil-impregnated bearings and durable 1” wide tires. These wheels are specifically engineered to roll smoothly over various shop floor obstacles like cords, grates, and more. The creeper’s design allows for a ground clearance of 1-3/4”. The wheels feature heavy, American-made ca-plated steel caster frames with dual race ball bearing swivels. n

For more information, visit VehicleServicePros.com/55339759

MANUAL TOOL ARM AND TOOL HEAD

The ARI-Hetra Heavy Duty Tire Changer, No. WS-25TC30, is designed to easily mount and dismount trucks, buses, and super single tires. It features an automotive carriage, a manual tool arm and tool head, and a hardwired remote control. The changer is electro-hydraulic. n

For more information, visit VehicleServicePros.com/55343701

HOLDS THROTTLE AT CONSTANT RPM

The Throttle Pedal Depressor, No. 49010, from Lisle Corporation, is designed to hold the throttle at a constant RPM for repairs and diagnostics. Two-piece depressor rod screws together with an external nut, providing additional strength. Users can engage the nylon hook under the steering wheel, then extend the depressor rod to the accelerator pedal. The adjustment screw is designed to fine-tune the RPM level. The tool is 40” in overall length. n

For more information, visit VehicleServicePros.com/55353021

FEATURES HAND-SPIN OPERATION

The Post-Mount Wheel Balancer, No. AB24M, from APEX by BendPak, is a compact, commercial-accurate, manual wheel balancer. The balancer features hand-spin operation with electronic measurement. The AB24M can be mounted directly to APEX tire changers or installed on a bench, wall, or vertical support. Additional features include an advanced digital measurement system, an integrated manual brake, LED weight placement indicators, automatic weight optimization that calculates the minimum corrective weight needed for efficient balancing, and more. n

REMOVES FUEL INJECTORS FROM FORD ECOBOOST

The Ford EcoBoost Fuel Injector Puller Tool Kit , No. 3111, from CTA Tools, is designed to safely remove fuel injectors from Ford EcoBoost engines without damaging plastic housings or electrical components. It provides strong pulling power while reducing the risk of injector or seal damage. Threads directly to a slide hammer for controlled, efficient removal. This kit is compatible with popular injector part numbers: HL3Z-9F593-A, BL3Z-9F593-B, DM5Z-9F593-A, K2GZ-9F593-A. Built for heavy duty shop use, ideal for recurring EcoBoost service jobs. n

For more information, visit

VehicleServicePros.com/55332127

For more information, visit VehicleServicePros.com/55354120

INCLUDES

DIGITAL GLUE GUN

The Killer Tools Professional Glue Repair System, No. GR4000, is a shop-ready PDR solution combining high pulling power with built-in storage. Housed in a locking 7-drawer chest, this system supports both hot and cold glue methods for versatile repairs. With over 150 tabs and pneumatic, manual, and slide hammer pulling options, it adapts to any damage profile. The kit includes a digital glue gun, carbon fiber hammers, and a bridge puller for precision finishing. n

For more information, visit VehicleServicePros.com/55354439

OVER 11 DIFFERENT TPMS FUNCTIONS

The Launch Tech USA TSAP3 is designed to simplify and streamline TPMS Service, according to the company. It features over 11 different TPMS functions. Users can perform diagnostics on most aftermarket sensor brands, with constant over-the-air (OTA) updates to ensure the most up-to-date vehicle coverage. According to Launch Tech, the TSAP3 can perform complex relearns in under two minutes. Additional features include guided relearns with step-by-step instructions for all relearn procedures, the ability to diagnose and reset TPMS systems on both domestic and import vehicles, standalone operation, and LTR sensor compatibility. n

For more information, visit

WORKS ON EIGHT OE SOFTWARE SYSTEMS

The RLink X3 from TOPDON is designed to work on eight OE software systems and achieves OEM-level diagnostics when paired with OE software, including ECU programming and coding, active component testing, and special functions. It also supports J2534 and CAN-FD protocols, ensuring compatibility with a wide range of vehicles from 2006 to the latest 2025 models. This tool includes a lifetime of free driver updates, real-world programming case references, and direct user feedback submission. n

For more information, visit VehicleServicePros.com/55335996

INCLUDES 14” SCREEN AND OCTA-CORE PROCESSOR

The Platinum 399 from Thinkcar features upgraded hardware that includes a 14” screen, an octa-core processor, a docking station, and a four-channel oscilloscope. Operations include high-speed scan with topology, read/clear code, graphing/ recording of live data, full bidirectional communication, and J2354 support for online programming. The new AI assistant accepts voice commands and provides access to common and troubleshooting tips. Coverage includes passenger cars and light trucks up to 1-ton capacity, with two years of software updates included. Electric vehicle coverage is included at no additional charge. n

For more information, visit

field-repairable equipment

ESS6008MSK Wheeled Charger/Analyzer /Reflash Power Supply

• Patented diagnostics test batteries multiple times per charge

• Detects weak, defective, and sulfated batteries

• Deep Discharge Recovery with DEAD BATTERY OVERRIDE (DBO)

• Integrated reflash power supply mode

• Memory Savor Port with ODBII Cable and Positive Cable Covers

ESS6011 Heavy-Duty Wheeled INTELLAMATIC® Charger

• Designed for fleet and high-duty cycle environments

• Intelligent diagnostics reduce unnecessary battery replacement

• Polarity and overcharge protection

• 80% and 100% state-of-charge indication

THREE OPTIMIZED COLOR TEMPERATURES

The NextLED Rechargeable Mountable Paint and Powder Gun Color Match Light,

mounting system fits most paint sprayers and powder guns, and the detachable light head allows for handheld use. n

For more information, visit VehicleServicePros.com/55330318

BATTERIES

The BAT 135 Battery Tester from Bosch is designed to test 6V and 12V batteries from 40-2,000 CCA, including AGM, gel cell, flooded lead-acid, start/stop EFB, and commercial SLI batteries using a micro-load test for accurate results. It can also test 12V and 24V charging systems with a diode/ripple test. The integrated printer captures test results for customer records, presenting the state of health and the state of charge percentage. Test clamps are detachable for service or replacement. n

For more information, visit VehicleServicePros.com/55336708

FEATURES LARGE LASERETCHED SIZE MARKINGS

The Matco Tools 8-pc 3/8” and 17mm Dual Drive OPTI-GRIP Star and Hex Bit Sets, Nos. SB17TX8OGB and SB17XYM9OG, are designed to give automotive technicians a reliable way to tackle fasteners, even damaged ones. Patented OPTI-GRIP hex and star geometry delivers up to 50 percent more grip on new fasteners and up to 400 percent more grip on damaged fasteners versus standard tools, according to Matco, preventing rounding and improving removal success. Each S2 steel dual-drive bit measures just 27mm long while retaining a fulllength tip across most sizes for complete contact in tight engine bays. Multiple drive options include 3/8” internal square and a 17mm external hex. Large laser-etched size markings boost visibility. n

For more information, visit VehicleServicePros.com/55340442

TRI-COLOR FLOODLIGHT OUTPUT (WHITE, RED, GREEN)

The Nightstick Rechargeable Headlamp, No. XPR-5552G, is a USB-C rechargeable headlamp certified ATEX Zone 0 and Class I Division I Intrinsically Safe for use in hazardous work environments. This light features a tri-color floodlight output (white, red, and green) with intuitive dual-switch controls. The right switch activates high and low white modes and can be held in any mode for a flashing white signal. The left switch toggles red or green. Red helps preserve night vision during low-light tasks, while green enhances contrast and detail. The headlamp runs 200 lm for up to 8 hours on high and 60 lm for 40 hours on low. Built from PC/ABS polymer, it is IP-67 rated for waterproof and dustproof protection. n For more information, visit VehicleServicePros.com/55336976

MOST WANTED

Do YOU stock it?

The following products are among the most requested tools and equipment from recent issues of PD 's sister publication, PTEN. Perhaps you've already received requests about some of these items. Take a closer look at stocking them.

A 48 ” of additional leverage

The Wrench Extender Head Attachment, No. WE42A, from VIM Tools, is designed to be used with the HDR34 handle. This attachment allows users to put a wrench up to a 55mm into the wrench extender head, allowing 48” of additional leverage to the wrench. The wrench extender features a much safer design than locking two wrenches together or using a pipe over the end of the wrench, according to VIM.

C Co vers spaces up to 1,078 sq. ft .

The Cool Boss CB-19SL Portable Evaporative Air Cooler blows chilled air at a volume of 6,840 cubic feet per minute. The CB-19SL stands at just over 44” tall, weighs 40 lbs when empty, and produces a noise level of 62 dB or less. The cooler features a specialized Honeycool evaporative medium that provides increased cooling performance with reduced water consumption compared to conventional pads. The CB-19SL housing is rotomolded as a single, seamless component for leakproof operation. It also includes three fan speeds, antibacterial housing, oscillating swing louvers, and a 15’ power cord that plugs into any standard outlet.

For more information, visit VehicleServicePros.com/55305818

For more information, visit VehicleServicePros.com/55307233

B Cu ts hub removal time by up to 80 percent

The Air Hammer-Powered Tommy 475 Wheel Hub Puller, No. PMXTOM475PRO, from ProMAXX Tool by Milton, is designed to save technicians time with no more control arm teardown. It pairs with the AirStrike Bidirectional Air Hammer for high-performance extractions in as fast as 30 seconds. This product features a machined flat flange that mounts directly to the hub, allowing the puller to deliver a straight, centered force, preventing damage to the spindle, knuckle, or CV joint. The pull flange easily attaches to 3-3/4” to 4-1/2” bolt patterns. It is compatible with most domestic and imported 1/2-ton vehicles with 4-6 lug studs. The tool’s rugged construction includes a heat-treated, forged steel threaded 5/8”-18 center bolt.

For more information, visit VehicleServicePros.com/55308401

D Qu ickly diagnose trouble codes

The Redline Detection Smoke Pro Total Tech, No. 95-0050, is designed to quickly pinpoint intake, EVAP, exhaust, and general repair leaks. This tool uses pressure, vacuum, and visual vapor to quickly diagnose trouble codes to pinpoint EVAP leaks, cooling system leaks, intake and exhaust leaks, wind, and water oil leaks. This diagnostic leak machine can pinpoint leaks down to .010”.

For more information, visit VehicleServicePros.com/55303945

E De signed to trap needle bearings

The Twin Cam Inner Cam Bearing Remover/Installer Kit from OTC Tools contains the tools needed to remove and install inner cam bearings without damage to the crankcase. The bearing puller is designed to trap the needle bearings and keep them from falling into the crankcase. The installation tools are designed to press on the outermost diameter of the bearing, eliminating damage to the bearing, cam, or case. The press adapter will also set the bearing to its proper depth. Removes and installs both 7/8” and 1” ID bearings. For more information, visit VehicleServicePros.com/55301088

F Cl eans wheel studs and hub mating surfaces

The ESCO HD Stud & Hub Cleaner, No. 50172, is a dual-function tool engineered to clean both wheel studs and hub mating surfaces. This heavy duty tool improves service efficiency by combining two cleaning functions into one unit. Designed as a two-part system, the tool consists of a durable metal housing and an easy-to-remove, replaceable stud and hub cleaning pad. Compatible with air or electric 1/2” impact wrenches, this tool is built to clean studs up to 5-3/4” long. One pad can clean up to 150 hubs or stud combinations.

For more information, visit VehicleServicePros.com/55309775

I Or iginal designs by Tony Squindo

The “FOUL PLUG” Premium Full Drawer Service Cart, No. 8057XTRFOULPLUG, from SUNEX Tools features an original design by artist Tony Squindo — a carbon-caked, oil-soaked spark plug. It’s a fully capable service cart, crafted from 18-gauge steel and built to support up to 600 lbs of gear. This cart features six lockable drawers, a gas-shock-assisted hinged lid, full-height protective bumpers, and smooth-glide ball-bearing drawer slides. Additional features include pry bar and screwdriver storage built directly into the frame and an adjustable handle that mounts on either side for a custom fit.

For more information, visit VehicleServicePros.com/55304084

HG On e tool. E very j ob. No limits.

From the shop floor to the fleet yard, the Launch Tech USA X-431 Torque AutoHD Pro scan tool is built to do it all. Whether you’re under the hood of a family SUV or beneath the chassis of a Class 8 diesel, it delivers full-spectrum diagnostics with precision and confidence. Light duty or heavy duty, gas or diesel — one connection, endless capability.

For more information, visit VehicleServicePros.com/55309027

H Fe atures ergonomic control

The Extended Auto-Grip Air Chuck with Handle, No. PN25004, from Ken-Tool, features both extended reach and ergonomic control, making this tool ideal for hard-to-reach valves. This air chuck delivers the same airtight seal and 200 psi as Ken-Tool’s PN25001.

For more information, visit VehicleServicePros.com/55293321

J In tuitive app allows user easy control

The TC002C Duo from TOPDON is universal USB-C compatible and designed to work with all USB-C smartphones and tablets. It features advanced thermal clarity; 256 x 192 IR resolution enhanced by proprietary Thermal Image Super Resolution technology for sharper 512 x 384 image resolution. Measures from -20 degrees C to 550 degrees C (-4 degrees F to 1,022 degrees F) with a + or -2 degree C accuracy. This tool has a 25Hz refresh rate and a <40mK temperature sensitivity to deliver real-time heat tracking. An intuitive app offers users easy controls and a built-in Scenario Guidance Hub for step-by-step instructions.

For more information, visit VehicleServicePros.com/55305333

PRODUCT IN FOCUS

STREAMLIGHT SL-SideSaddle Hat Light

A compact, unobtrusive lighting system designed to mount onto hats, hard hats, and helmets.

APPLICATION

The Streamlight SL-SideSaddle is built for everyday use in the shop, giving techs reliable lighting for diagnostics, repairs, and service where a traditional work light won’t fit. Its handsfree, line-of-sight beam makes it especially useful for under-the-hood work, wiring, and tight-space visibility. The rear safety LED provides added awareness around moving vehicles and equipment.

ORIGIN

The SL-SideSaddle was developed to create a powerful, low-profile lighting solution that improves visibility, boosts safety, and keeps both hands free for precision work.

FEATURES AND BENEFITS

The SL-SideSaddle provides bright, directional light exactly where the technician looks, eliminating the need to hold a flashlight or prop one under a hood. This frees both hands for work, improving visibility and speeding up diagnostics and repairs. Mode memory means techs can resume work quickly without cycling through settings.

STORAGE AND DISPLAY

Ships individually boxed (single unit per package). Its compact design makes it ideal for counter placement or clip display peg hooks. Distributors can demo a unit on a truck cap or tech’s hat for a quick visual sell-through.

To watch a video demonstration of this product, visit: VehicleServicePros.com/55354692

MANUFACTURING SPECS

• Battery options: USB-C rechargeable lithium polymer or AAA alkaline models

• Lumens:

USB: Up to 400 lm

AAA: Up to 300 lm

• Run-time:

USB: Up to 12 hours on Low AAA: Up to 16 hours on Low

• Beam options: Spot, flood, spot/flood combo

• Safety light: Rear blue LED for visibility

• Housing: High-impact polycarbonate thermoplastic body, unbreakable lens

• Durability: IPX7-rated design; waterproof to 1 meter for 30 minutes; all openings O-ring sealed; 2-meter impact resistance tested

• Weight: USB: 3.1 oz AAA: 3.4 oz

• Size: USB: 3” length by 1.72” width by 1.14” height AAA: 3” length by 2.25” width by 1.14” height

SELLING POINTS

• Handsfree light mounts to any hat, hard hat, or helmet, making it ideal for techs working under hoods or inside vehicles

• Two ultra-bright front LEDs with spot, flood, and spot/flood combined beams give techs flexible lighting for tight work areas

• Rear blue safety LED helps techs stay visible around moving equipment and coworkers

• Adjustable beam positioning allows techs to direct light exactly where they need it, improving accuracy during detailed repairs

• Easy to detach for handheld use or fast battery changes

• Durable, water-resistant, and impacttested for real shop use

XTOOL Compass

On target — built for today’s technicians and automotive repair shops, the XTool Compass combines efficient diagnostics, intuitive operation, new-age performance, and upgradeable repair resources.

APPLICATION

The XTool Compass delivers Nissan and FCA Security Gateway compliance, over 60 advanced special functions, and in-depth diagnostic resources and tools designed to support confident, professional-level diagnostics.

FEATURES AND BENEFITS

This scan tool incorporates a highperformance processor and backend architecture, enabling fast system operation and topology scans completed in under 30 seconds. The interface is designed for straightforward navigation to support technicians working in time-constrained environments. Dual Wi-Fi capability allows the VCI and internet connections to operate simultaneously. Wireless charging and extended battery life support longer diagnostic sessions. The tool can also be upgraded to include access to the Identifix Direct Hit repair database for an additional fee.

SELLING POINTS

• Attainable price point for a mid-level bidirectional scan tool

• Comes with a J2534 VCI or without

• Solid vehicle coverage of Euro, Asian, and domestic vehicles

• The XTool brand is highly desired by newage technicians who demand technology

• Identifix Direct Hit database available (optional)

ORIGIN

There was a need for a true mid-level scan tool that delivers strong, real-world functionality without the added cost of unnecessary features. The Compass was designed to give independent repair technicians the coverage they need for today’s vehicles, while keeping the price point accessible.

MANUFACTURING SPECS

Weight: 14 lbs

Weight with packaging: 35 lbs

STORAGE AND DISPLAY

This item is shipped in a box that is less than 12 lbs and includes accessories, a vehicle communication interface dongle, and the tablet.

SUGGESTED RETAIL PRICE

$1,900

XTool’s website to learn more about the Compass at XToolTech.us/products/compass.

K-TOOL INTERNATIONAL 10-Ton Long Chassis Service Jack

Designed for wheel and under-vehicle service on heavy duty truck and fleet vehicles.

APPLICATION

The K-Tool International 10-Ton Long Chassis Service Jack, No. KTIHD63186A, is designed for wheel and under-vehicle service on heavy duty truck and fleet vehicles. The long chassis frame allows the reach of lift points under larger and very heavy vehicles and helps technicians lift vehicles much quicker, using the Fast-to-Load feature to position the saddle, eliminating the need for a foot pedal.

ORIGIN

Traditional style high-weight capacity service jack pumps, by design, are extremely slow lifting, which previously required the use of a foot pedal to speed up the movement of the saddle to the load. There needed to be a faster way to get the saddle to the load to save the technician time pumping the jack. With the new KTIHD63186A Long Chassis Service jack, no foot pedal is needed, and (under no load) with just a few quick pumps, the saddle can reach the lift point.

SELLING POINTS

• Great for lifting heavy duty trucks and commercial equipment

• Fast-to-Load feature allows the saddle to reach the lift point in 3-4 strokes (under no load)

• Controlled descent for precise handling of the vehicle when the job is completed

MANUFACTURING SPECS

• Heavy duty steel construction with chrome-plated ram

• 10-ton capacity

• Product weighs approximately 252 lbs

STORAGE AND DISPLAY

• One unit per package – comes in an HD wooden crate

FEATURES AND BENEFITS

• Crowned swivel rear casters provide smooth maneuvering and positioning

• Handle locks in vertical, 45-degree, or horizontal positions for convenient pumping angle

• Cable-driven release lever design allows for smooth and controlled descent

• Welded pump and cylinder construction provides increased strength and long, trouble-free operating life

• Wiper seals protect the hydraulic system from contaminants

• Package size: 62-3/4” by 21-5/8” by 14-1/2” SUGGESTED RETAIL PRICE $1,349.99

FJC Air Blower 300CFM

Delivers 300 CFM of compact, efficient airflow, with a built-in carrying handle for easy mobility.

APPLICATION

The FJC Air Blower 300 CFM, No. 60300, delivers 300 CFM of compact, e icient airflow with a 3-speed switch to adjust air speed. It features two grounded convenience outlets with overload protection, 4-position adjustment for concentrated air flow, and fast drying. A built-in carrying handle and cord wrap allow for easy mobility. The lightweight, durable housing is ideal for shop or garage use.

SELLING POINTS

• Drying vehicle interiors or carpet: Quickly evaporates moisture after cleaning or detailing.

• Cooling components or work areas: Provides directed airflow to cool down engines, compressors, or workstations.

• Ventilating workspaces: Move air through confined areas like garages, bays, or under vehicles to improve airflow and reduce fumes.

• Drying A/C system components after flushing: Ensures parts like condensers, hoses, or evaporators are completely dry before reassembly.

• General shop cleanup: Helps clear dust, debris, or fumes in a work area.

• Equipment maintenance: Used to blow off tools, parts, or surfaces after cleaning.

MANUFACTURING SPECS

Made in China, weighs 9.7 lbs, and operates on 100-120V, 60 Hz power.

ORIGIN

The idea behind the air blower came from the everyday challenges technicians face in the shop. A er cleaning, detailing, or flushing A/C components, lingering moisture can stall the job and waste valuable time. Waiting for parts or vehicle interiors to air-dry naturally isn’t practical, so there was a clear need for a compact tool that could accelerate the drying process.

Beyond drying, technicians also deal with overheated work areas, cramped bays, and components that get too hot to handle, which can slow down workflow. Traditional fans can be bulky, di icult to move, and sometimes lack the versatility needed in a shop setting. With its portable, lightweight housing, adjustable airflow, and multiple positioning options, the 60300 provides concentrated air exactly where it’s needed. The blower includes built-in grounded outlets. This product was created to solve problems of time, heat, moisture, and mobility, giving technicians an e icient, reliable airflow solution.

STORAGE AND DISPLAY

One per box. Position them near the door if they’re high-turnover items and consider using shelving or racks to keep them organized and easy to access.

FEATURES AND BENEFITS

• Useful not only for automotive technicians but also for detailers, garages, and general shop environments.

• Speeds up drying, improves ventilation, and cools down components.

• Lightweight, durable, and easy to move, which technicians prefer over bulky, traditional shop fans.

• Provides extra grounded outlets with overload protection, eliminating the need for additional extension cords or power strips.

• A versatile, mid-range price point product that distributors can move consistently because it’s practical, affordable, and fills a clear need.

SUGGESTED RETAIL PRICE $154.04

call 704-664-3587, or email admin@fjcinc.com.

SELLING SOLUTIONS in hand and specialty tools

Hand

and specialty tools are

highly reached

for,

but easily overlooked when it comes to selling. Make sure you’re getting the most out of these products on your truck.

By Elli Carder, Assistant

Editor

Hand and specialty tools are the backbone of the automotive industry. They are there for quick fixes or long repairs, offering the precision, control, and versatility technicians need. While their design and function may seem simple, their importance cannot be overstated. A basic design doesn’t mean the tools haven’t evolved over time, adopting new technology and preventative measures to address wear and tear.

As distributors, it’s essential to know how to display these products so that they don’t go unnoticed, how to effectively demonstrate them, and how to keep yourself updated on the latest innovations so you’re offering your technicians the most effective tools for the job. We sat down with

Photos courtesy of Trebing Photography.

With nearly ten years in the industry, Hull knows that the service you provide after the sale makes all the difference.

GripEdge, Cal-Van, and Cornwell distributor Jared Hull to cover all the basics of how to sell these tools.

STOCKING THE TRUCK

Nine years ago, Hull started his career in mobile tool distribution after working as a service writer for a car dealership. He’d always enjoyed working on and being around cars and spent most of his free time at a friend’s repair shop. It didn’t take long for Hull to realize the job at the dealership wasn’t bringing him the fulfillment he craved. When a Cornwell dealer stopped in one day, Hull shared his dissatisfaction.

“He said, ‘Hey, you should be a tool man,'” Hull recounts. “’You have the personality for it.’ I was like, ‘Dude, I don’t think I have the money for that.’ He told me what it takes to get into it, and I was like, ‘I do have that.’ The district manager came over to my house and literally the next day we did the paperwork, sat at my dining room table, and had a beer together.”

One month later, Hull was flying out to Colorado to pick up his very own truck, kickstarting his career. Based just south of Fort Worth, Texas, he makes stops mostly at diesel, body, and automotive repair shops.

When it comes to hand and specialty tools, Hull keeps his truck stocked with the standard fare — pliers, wrenches, ratchets, and so on. For specialty tools, he admits it’s “anybody’s game,” but he tries to keep tools he feels will help his technicians work more effectively.

It can be a somewhat monotonous category of products to stock, with many distributors carrying the same tools on every truck, but Hull makes an effort to keep things fresh for his techs and manages to sell these products weekly.

“Your customers have wrenches, they have sockets, find the thing they don’t have,” Hull says. “As for what I

stock, I want to have something that gets my customer out of a pinch. When they need it, they need it now, not next week.”

Hull keeps his eye out for new releases, making sure he’s the first dealer that has the latest products. For most technicians, they’re looking for hand and specialty tools that will help them do their job faster, saving them time and money.

Sarah Shelstrom, director of demand generation at GripEdge, says the hand and specialty tools technicians need can vary from shop to shop depending on what kind of repairs they typically do. She suggests stocking up on extractor sets; GripEdge offers a number of options including the 32-PC 1/4” & 3/8” Drive Metric & SAE Master Socket Extractor Set, No. MX32S, and Broken Bolt Extractor, No. BBX14S. If you stop at shops that work on European vehicles, keep triple square products on deck.

“While investing in hand tools can be expensive and price may be a factor," Shelstrom says, "technicians will invest in tools that are solutions.”

Vice President of Sales at Horizon Tool, Matt Kenny, advises distributors to keep pullers, installers, press tools, timing and locking tools, brake and suspension service tools, and engine or driveline-specific kits ready to go for technicians in the market for specialty tools. If you’re looking to stock these types of tools, Cal-Van offers a number of them including the Universal Brake Bleeder Adapter, No. 24630 and the Automotive Yoke Puller, No. 49750.

“Specialty tools are increasingly essential rather than optional,” says Kenny. “As modern vehicles rely on tighter tolerances and more complex assemblies, having the correct specialty tool on hand often determines whether a job is completed efficiently or turns into a costly workaround.”

If you want to keep things fresh in

the hand and specialty tools you offer, consider something as simple as having different color options for basic stock like pliers, ratchets, pry bars, and more.

INNOVATIONS IN HAND AND SPECIALTY TOOLS

The automotive industry has seen countless new innovations and technologies introduced over the years. The area of hand and specialty tools is not exempt from this with companies constantly developing new ways to keep tools working longer and more efficiently. Kenny notes that significant improvements have been made in specialty tools to address the increasingly complex vehicle systems, tighter engine compartments, and expectations for efficiency and durability in the industry.

“Key advancements include improved metallurgy and heat-treatment processes for greater strength and longevity, more precise machining for tighter tolerances, and the integration of modular or application-specific designs that reduce the need for improvised solutions,” Kenny says. “Specialty tools are now more frequently engineered around specific OE service procedures, ensuring accuracy and reducing the likelihood of component damage.”

In the past few years, GripEdge launched a new technology called Rounding Prevention Technology (RPT) which does exactly what you would expect: prevents the rounding out of fasteners and removes damaged ones.

“This took the technology of your everyday hex, torx, and triple square hand drives, and it changed the market for hand tools,” Shelstrom explains. “RPT not only prevents rounding, but, in a situation where you have a stripped out hex, torx or triple square fastener, GripEdge products have the ability to remove that damaged fastener. Rather

COVER STORY

than pushing the material of the fastener outward, which causes stripping, the technology pulls the material inward to the tool.”

ORGANIZE TO ENTICE

Hand and specialty tools can sometimes feel monotonous, with so many options hitting the market without much change in features or functions. To combat this monotony and make sure your truck is the kind of shop that technicians are excited to browse, Hull suggests changing your organization and rotating out the products you already have.

“February through March, I’m going to beat ratchets into every guy out here,” Hull says. “Every guy that walks in, I’m going to pitch him a ratchet. Whatever I’ve got left over at the end of March goes on the ceiling, out of sight out of mind. Now pry bars go on the wall and every guy that walks in here I’m going to say, ‘Man, do you have the best pry bars in your toolbox? Because these here are it.’”

By rotating out his hand and specialty tools, his customers can expect something new on a consistent basis. While the products themselves may not be new, moving them around the truck helps bring attention to tools that might otherwise go unnoticed.

Don’t let products sit stagnantly in their boxes. If you can display products in an engaging way or how they would be stored in a technician’s toolbox then take that route. Hull takes things like pliers and puts them in a tray, allowing customers to pull the tray out and interact with the product like they would if they were messing around in their own toolbox.

On the bottom of one of Hull’s shelves, he has a custom display for pliers, painted pink courtesy of his daughter.

“It blows my mind how many pliers I’ve sold off that,” Hull says. “I lined the Lisle Disconnect Pliers in there

the day they came out and I was selling 10 to 12 a day. Guys would come in and they’re very touchy-feely. They’re picking them up, playing with them.”

Get creative with your organization and allow your customers to touch and interact with products; it could be the very thing that helps you get the sale.

DEMONSTRATING

We here at Professional Distributor love to talk about the importance of demonstrating tools. It shows up in nearly every article we write, and it’s for good reason. If you can show your customers how a tool works and what problems it fixes, you help set yourself up for success. When attempting to sell hand and specialty tools, it can be easy to fall prey to the same quick demonstrations you show to every customer. While these demos are certainly effective, you might be missing out on the opportunity to form strong connections with your customers and show them just how knowledgeable you actually are.

“For mobile tool dealers,

demonstrations and education are critical,” Kenny explains. “Technicians respond best when they can see exactly how a tool solves a real problem they encounter in the shop. Dealers who understand common repair pain points and can explain why a specific tool exists — and what problem it eliminates — will build credibility and longterm customer trust.”

There are two main demonstrations you can perform for customers, the first is one that you’ve created on your truck, and the second is the demo you do inside the customer’s shop.

That second demonstration, Hull has found, is almost always a sure deal.

“When you can take a tool into a shop and test it against theirs and yours wins, you have a guaranteed sale,” Hull explains. “Showing someone how something works always beats telling them how it works or how it could work.”

Time is money in this industry, and you might not have the time in your busy day to go into every shop and show off the power of the product

If a tool breaks, Hull is willing to make it right for his customers the best he can.

COVER STORY

you’re offering. If you’re looking for a quick way to demonstrate these products, GripEdge offers a demo block to demonstrate their RPT technology. It’s an easy approach to keeping your customers engaged and educated when on your truck without needing to go out to a vehicle.

PROMOTING TOOL LONGEVITY

Hand tools specifically can be some of the most abused tools in a technician’s toolbox. Whether it’s from misuse or overworking, they can see a lot of wear and tear throughout their lifespan.

“I’ll tell you one thing that’s constant is the ability of a technician to use a tool for what it is not intended for,” Kenny says. “If it fits and they have it in their hands, that’s what they’re going to use.”

While it’s impossible to replace every single broken tool that comes back to your truck, developing a policy for these incidents and leaning on the warranties from manufacturers can save you a lot of stress and make your customers feel taken care of when disaster strikes.

Warranties

Many manufacturers offer some kind of warranty for tools; GripEdge and

Cal-Van are no exception to this.

“GripEdge offers a limited lifetime warranty based on manufacturer defects on most products,” Shelstrom explains. “If during the tool’s normal and intended use, the tool is found to have defects in manufacturing or workmanship, GripEdge will replace the tool with the same or similar product.”

Cal-Van takes a similar stance, offering warranties that give technicians the confidence that their investment is protected.

“These warranties help reduce downtime and financial stress when a tool fails due to material or manufacturing defects,” Kenny explains. “While specific coverage varies by product, Cal-Van’s warranty philosophy reflects an understanding of the demands placed on tools in real-world shop environments and a commitment to standing behind their performance.”

For Hull’s customers, they can expect to be taken care of like family when a tool breaks.

“That warranty is only as good as the guy that shows up and takes care of it,” Hull says. “If you’re the guy that shows up every other week or every third week or whenever you get around to it, those guys aren’t going to buy anything from you because if a wrench

breaks and you show up three weeks later and say, ‘Well, I have to order parts.’ Then it’s another two weeks. This is a $200 ratchet they haven’t been able to use in five weeks. So, you’re done selling and he’s going to tell every one of his buddies that work next to him, ‘Never buy from this guy, he never shows up.’”

What keeps techs coming back, Hull believes, is the service you offer them even after the sale is through. When you go the extra mile with the service you provide, your customers will come back to you over anyone else.

Preventing breakage

Outside of warranties, you can get ahead of customers coming back with broken tools by researching the products you put onto your truck. Many manufacturers consider the many uses technicians assign to their hand tools. Whether it’s working technology into the tool, like GripEdge’s patented RPT, or making the tools with materials that can better withstand the pressures of shop environments.

“We use S2 grade steel to provide maximum toughness and wear resistance,” Shelstrom notes. “It gives the tools the durability to withstand high-torque and high-impact applications.”

At the end of the day, your job is to sell your customers the products they need to be efficient at their job. You want to be sure that the hand and specialty tools you offer are reliable.

“One of my favorite things is to walk into a shop where a tech is really struggling with something, and they’re frustrated,” Hull says. “I see what they’re doing and I go, ‘Man, stop right there.’ I’ll run out to my truck and get something that’s a solution to what he’s doing. That’s what we’re really after here, selling solutions.”

The pink pry bar display, courtesy of Hull's daughter, is a hit amongst technicians.

Build Your

How to know when to buy a new truck

Many factors should be considered before and even after a decision is made to buy a new tool truck.

By Kevin Haitmanek

We all get to a point in our business when it is time to reinvest. Time for a new look. Time for a new computer and printers. Time to freshen up the inventory. Or maybe time to buy a new truck. But how do you know when it is that time? That’s a good question...

FRANCHISE RULES

When I signed with a franchise, it was explained to me that every 10 years, when and if I renewed my contract, I would have to reinvest, including

buying a new truck. It was meant to be a time to look at my business and see where things could be updated or improved. I’m sure a lot of us use that as a guideline. Deciding to buy a new truck will definitely make you reevaluate your business as a whole.

I started 30 years ago with a used truck from the distributor before me — a little 14’ cabover GMC/Isuzu. It was a great truck that I had overpacked, and it barely pulled itself up a small hill. That truck lasted nine years, and I knew that I needed to replace

it. My second truck was a larger 22’ International DT4300 that lasted me 20 years. Being independent now, I am free of any regulations or design requirements, so I bought the truck I wanted. My new truck is a Kenworth T380, built by Herr’s Display Vans, and it’s a little bigger and heavier than my previous trucks. Before getting a new truck, I also took some time to look at what it would mean for my business and the impact it would have.

“NEED” VS. “WANT”

One of the first things I needed to understand was whether I “needed” a new truck or “wanted” one. Both times, buying a new truck was definitely a need. I’m not saying I didn’t want a new truck, but the need was absolutely there. The cost of repairs from the constant age-related issues was getting out of hand.

Photos courtesy of Kevin Haitmanek

Before purchasing a new tool truck, it’s important to distinguish whether it’s a want or a need.

I try to have pride in my truck and take care of it, mostly because it is my rolling showroom. As distributors, we fix things inside and out, while trying to keep it looking good, but with an old truck that can take some doing. I don’t think many of us would go to a store that doesn’t look clean and well-maintained. Big stores spend a lot of money and time to entice their customers to visit, so why shouldn’t we do the same?

The “want” question is easier to answer. YES! I want a new truck — the new truck smell, the new bright lighting, the shiny new shelves — who wouldn’t want that? However, there are other options aside from buying a new truck, especially if it isn’t in your budget.

Most truck builders will do a new interior for your truck. If your chassis is in good shape, it might be worth looking into getting your box redone inside. All of the showroom updates are available at a more reasonable cost. Or maybe consider a slightly used truck instead of a brand new one. There are plenty out there if you look.

CHANGE IT OR LEAVE IT?

Since I had established that there was a need and definitely a want for a new truck, I looked back at all the things about my old trucks that did and didn’t work for me. I had undershelf storage that I didn’t use. I had a few drawers that ended up being junk catchers. Sitting down to think about what will best suit your needs and considering a few potential “cool things” to add to the design pays off in the end.

FINANCIAL RESPONSIBILITY

After deciding it was time for a new truck, the first thing I looked at was whether my business could financially support that kind of payment. You will be taking on a fairly large

monthly payment for years. Making sure it does not affect your day-to-day business is important. I looked at it like this. If my monthly new truck payment was going to be $4,000, then I needed an increase of $1,000 weekly. With an average payment of $40-50 per customer, this equates to four to five new customers a day. I believed it was possible for me, so I tried, really tried. It was not easy, but what is? The idea worked well for me, so I knew the financial aspect of the new truck would work, as long as I stayed disciplined and focused.

INVENTORY UPDATES

Next, I looked at my inventory. Is my inventory at a level that can support and sustain a surge in business? A new truck causes a type of “honeymoon” phase where many customers come out to look at your new investment and see things they hadn’t before, or to purchase something to “help with the payments.” There were a lot of customers who never really stopped by the truck often, but would come out just to check it out. This gave me an opportunity to find a way to keep them coming out each week.

You will also need to replace the product you sell to keep the truck fulllooking. This takes a little discipline and planning to order smart items

Update your inventory along with your new truck — replace products that are “truck-worn” or that feature old packaging with “fresh” products.

that move well and get the customers excited. Keeping new products in stock keeps the foot traffic going. Managing inventory is a skill that takes time to master. When I knew I was getting a new truck, I started buying a little extra of items that moved well, and storing them, making it easier later. I also took advantage of bulk purchasing whenever possible. I made bigger purchases if I could get terms on the billings, and that helped tremendously. I did everything I could to prepare and get ahead.

It is also hard to have a new truck with a lot of old-looking inventory. This is where a type of purge happens. I went through my inventory and pulled out products that were badly truck-worn or just looked old — items that hadn’t sold in years. Those items went into a box for “great deals,” and I got rid of them easily. I replaced those items with fresh-looking products. The manufacturers update their packaging and look every few years; why shouldn’t we?

If these points or ideas sound like things that you and your business can handle, you might consider buying a new truck. From picking out the chassis to the box and shelf design, buying a new truck is definitely an exciting adventure.

A truck built to work

Inside Dustin Cannoy’s Freightliner, every display and shelf is designed and organized with purpose.

By Nadine Battah, Editor-in-Chief

For independent distributor Dustin Cannoy, the tool truck has always been about control, consistency, and doing things the right way. His Freightliner MT55 has been with him since day one and is still running strong as the centerpiece of his operation today.

BUILT ONCE, BUILT RIGHT

Cannoy doesn’t hesitate when asked if his truck is custom.

“The whole truck’s custom,” he says. “It’s all got wood interior. I designed the layout in it.”

The build was intentional from the start, designed around how he works and sells. Years later, that approach still pays off.

“I absolutely love the truck I’m driving right now,” he adds. “I love it.”

For Cannoy, familiarity breeds efficiency, and the truck has evolved with him without losing its original purpose.

A ROUTE THAT COVERS ALL

Based in Oregon, Cannoy’s route stretches across the Salem and Corvallis areas, but his customer list goes far beyond traditional automotive repair shops.

“I see everything from construction companies to the government, municipalities, automotive shops, bus shops, avionics, even military hospitals,” he says. That diversity requires flexibility and a willingness to adapt, two traits that have defined his business for nearly two decades.

BUILT WITH THE RIGHT PARTNERS

As his business has grown, Cannoy has relied on strong supplier relationships to support his wide-ranging inventory.

“Sonic Tools USA has been such an amazing company to me and has been a big role in my business,” he says, “along with John Snyder Tools and ISN.” Those partnerships help him maintain the depth and variety needed to serve such a broad customer base.

ORDER ON WHEELS

Organization is nonnegotiable for Cannoy, a habit he traces back to his upbringing.

“My folks were OCD and clean freaks, and so am I,” he says with a laugh. His personal rule is simple. “Today’s work is today’s work, not tomorrow’s work.”

Inside the truck, that mindset is obvious. Promotional products are positioned on the dash and beneath the ratchet display. Shelving is consistent and methodical, with metric tools on the left side and standard tools on the right, a system he has followed since the beginning. Full air tool and power tool displays, a Milwaukee display, and diagnostic stands give customers space to browse and ask questions without slowing down the route.

A WORKSPACE CUSTOMERS KNOW BY HEART

Inside Cannoy’s Freightliner, the workspace is designed to guide customers the moment they step onto the truck. Promotions and giveaways are positioned front and center, right on the dash, making them impossible to miss.

“The best deal on the truck is always on the dash,” Cannoy says. “My customers know when they step on to ask, ‘What’s new this week, Tool Man, what’s new?’”

That consistency is intentional. Over nearly 18 years in business, Cannoy has trained customers to look in the same places every time, from the dash displays to a large, dedicated shelf that reinforces weekly deals and contests. While repetition builds familiarity, Cannoy is careful not to let it turn into complacency.

“Consistency is key, but don’t get it twisted with complacency,” he says. “Complacency is where dreams go to die.”

The result is a truck layout that feels predictable in the best way: structured, engaging, and designed to keep customers looking, asking questions, and coming back each week.

Dustin Cannoy Salem/Corvallis, Oregon

tool

inside his

distributor

where every display, shelf, and

space is intentional. After nearly 19 years on the route, his truck is built for flow, familiarity, and keeping customers engaged the moment they step onboard. Middle Right- A familiar flow inside the truck, with displays and work surfaces arranged so customers know exactly where to look the moment they step onboard. Bottom RightA dedicated Milwaukee dash display designed for visibility, access, and quick conversations on the truck.

Top- Dustin Cannoy's

truck. Bottom Left- Independent

Dustin Cannoy

Freightliner MT55,

dash

Photos courtesy of Dustin Cannoy

How to deal with burnout

The consequences of burnout are real, so finding a way to counteract them is crucial — one solution that may work for you is a rotating work schedule.

By Brian Fahlgren, Contributing Editor

It doesn’t matter what career you have or how much you might love how you make a living; burnout is a serious concern. The norm for a standard work week is 40 hours. However, I’ve never known a successful tool dealer who works a normal 40-hour week. I would say most work 60 hours a week at a minimum. And then, there are those dealers who work in excess of 70 or 80 hours a week. The mobile tool world is more of a lifestyle than simply an occupation.

THE COST OF THE 80-HOUR WORK WEEK

You might be able to withstand that pace for a number of years, but at some point, it’s going to take a toll on your health ... and likely your personal life. After all, many dealers work those kinds of hours to provide a quality lifestyle for their families. But, if you’re always working, you can’t always have the presence at home you and your family deserve.

I loved being a tool dealer. I had a lot of fun dealing with my customers. I knew the pace was taking its toll on my health, and somewhere along the way, I forgot how to have fun outside of my business. My wife would tell me, “Your customers get to see the happy, funny tool man, and all I get to see is the tired and cranky husband.” As usual, she was right. I had to come up with some kind of solution if I wanted to stay in business.

COMBATING BURNOUT

Service is the primary reason this industry exists, and I didn’t want my customers to suffer a loss in quality service. I’ve always believed that every other week isn’t quality service. It might be a solution for a small handful of shops, but it wasn’t a solution for my regular weekly customers.

I decided I was going to rotate one day a week to do the things I usually did all day on Saturday. The first week, I used Monday as my own “service day.” The second week I used Tuesday, the third week Wednesday, and continued the pattern through the weekdays. This way, I was only missing my customers once every five weeks. My customers were aware of the hours I put in, and 100 percent supported my new schedule.

The “service day” was always a full day of work. It was somewhat of a break as I didn’t start as early, nor did I have to race the clock trying to maintain my route schedule. Most of the time, I was able to have all of Saturday and Sunday for myself.

HOW TO USE A “SERVICE DAY”

I used my “service day” to clean the truck and take care of warranties. I also used the day to deliver and/ or pick up trade-in toolboxes and equipment. It also gave me a day to demo a scan tool or take care of a customer’s broken toolbox slide. I’d also deliver customers’ orders from the prior week.

I had two days I traveled to neighboring towns. Any items that might need to go out of town, I’d drop ship to the customer. If the item’s cost wasn’t enough to make the minimum freight, I’d order items that moved fast on the truck to have the order ship freightfree. If I knew someone in the shop had shown interest in an item, I’d include it in the shipment. It worked as a great silent salesman.

Is it going to affect your sales? Absolutely. You’ll need to determine if you can afford a modified schedule and still stay in your comfort zone. If you decide to do something similar, post your schedule on the truck. Make sure your customers understand that even if you’re

not there next week, you’ll still take care of any 911 calls they might have.

Set up payments for the next week. The new schedule doesn’t have to affect your collections, but as I stated, it will have a negative effect on your sales. Like most things in life, it’s a trade-off. The most successful dealer I know has a three-week route month with a week-long “service week.” Keep in mind, this dealer was in business for over 25 years before he went to this schedule. During the “service week,” he is still working and doing the things I did on my “service day.”

This dealer had been number one with his flag nationally for more consecutive years than I can remember.

The trade-off for him is “settling” for the No. 2 spot nationally. I can say this as a friend, this dealer is not a normal person, he’s a machine! I don’t know if anyone else could continue to stay so successful with a similar schedule, but I do know that the additional time he gets to spend with his family is priceless.

DO WHAT WORKS FOR YOU

BRIAN FAHLGREN started in the tool business in 1998. Falhgren has been an employee dealer, franchised dealer, and district manager for two different flags. In 2018, he returned to the driver’s seat of his own tool truck. Providing premium service and his continuous “close to perfect” attitude, he achieved his goal of being a Top 10 dealer for Cornwell Quality Tools. He and his wife of over 44 years recently retired, moving from Oregon to the endless summers of Beverly Hills, Florida.

Using a rotating schedule worked for me. But I also know dealers who take a week off every quarter. There are obviously other schedules that would work too. I’d only recommend modifying your schedule if you have a mature, successful business. The tool business is full of demanding, long workdays, so it’s important to take the needed time off to avoid burnout. The old phrase is true: “If you don’t manage your time, it will manage you.”

Photo: Ekahardiwito| | 551323921 | Adobe Stock

DRIVING SALES

Hand & Specialty Tools

Hand and specialty tools play a critical role across countless service and repair tasks. As modern vehicles evolve, staying current with new tool offerings on your truck helps technicians work efficiently while providing customers with the right solutions.

In addition to product details on a specific category, this section now features a number of different resources on this subject. Use the key below to determine what type of content you are reading.

VIDEO ARTICLE TECH TIPS IN FOCUS

INCLUDES 6 PHILLIPS AND 6 SLOTTED SCREWDRIVERS

The Phillips & Slotted Magnetic 12-pc Screwdriver Set , No. SXCSDS12, from SUNEX Tools, includes 6 Phillips and 6 slotted screwdrivers in a variety of sizes. The magnetic tips securely grip fasteners to improve precision, reduce slippage, and make fastening tasks more efficient and frustration-free. High-visibility end caps display tip type and size, allowing quick and easy tool identification when selecting the right screwdriver. Laser-etched shaft sizes provide durable, permanent markings that ensure reliable identification. 

For more information, visit VehicleServicePros.com/55343913

IN FOCUS: MAYHEW TOOLS DOMINATOR PRO 34" HEAVY DUTY PRY BAR, NO. 14126GN

Application

The Dominator Pro 34” Heavy Duty Pry Bar, No. 14126GN, from Mayhew Tools is made for prying, lifting, and separating tasks where extra strength is needed in tight quarters. A few common applications include:

• Separating suspension components in wheel wells

• Aligning drive components in wheel wells

• Separating drivetrain components

• Lifting drivetrain components into position

Origin

Mayhew already produces what they consider to be the toughest pry bar on the market — the Big Stick, which is 54” long and made from tough 7/8” square steel stock. The length of that bar can make tight-quarter tasks that

DESIGNED TO HOLD OPEN SPRING CLAMPS

The Hose Clamp Retainer Tab, No. HCRT1, from VIM Tools, is designed to hold open spring clamps, eliminating the need for a specialty hose clamp plier. This tool makes removing and installing hoses that have a spring clamp much easier and faster because it frees up the user’s hands to remove the hoses, according to VIM. The tool is designed with a magnet on the back to keep it in place on the vehicle under hood area, inside a toolbox, or a roll cart. 

For more information, visit VehicleServicePros.com/55313903

need extra muscle difficult, like working in wheel wells and underneath cars. This bar was designed to provide a heavy duty pry bar option in a shorter length, while still maintaining its strength.

Features and benefits

This bar is part of an expansion of Mayhew’s Dominator Pro Pry Bar color line. Mayhew is nicknaming this bar the “Big Stick Junior” as it is modeled after their 54” heavy duty pry bar, but in a shorter length. It is meant for tough jobs where the bigger bar might be too large to fit the application.

Suggested retail price

$173.33

For more information, visit VehicleServicePros.com/55327605 Information provided by Mayhew Tools.

DELIVERS ACCURACY OF +/3 PERCENT OF SCALE VALUE

The Hazet 1/2” Torque Wrench, No. 51223CT-PD, offers a wide range of applications from 40 to 200 NM for controlled screw tightening. As part of the SYSTEM 50003CT, this tool is designed for professional workshop use and delivers an accuracy of +/- 3 percent of the scale value. The desired torque value can be set easily, safely, and quickly. The palpable close-gap release and the audible “click” sound reliably signal safety when the set torque value is reached. 

For more information, visit VehicleServicePros.com/55339749

FEATURES ROUNDING PREVENTION TECHNOLOGY

The GripEdge Tools 3/8” Drive RPT Low Profile Dual Action Driver Sets , Nos. DDHBM9S, DDHBS6S, and DDSB8S, come as Metric, SAE, or Star. Each set’s bits measure just 1-1/16” or 27mm in length, allowing for greater access in recessed or tight spaces. The drivers can be driven using standard 3/8” drive square tools or the external 11/16” (17mm) hex. These sets maintain a full-length geometry across most sizes, ensuring a secure fit within the fastener. Each driver features GripEdge’s patented Rounding Prevention Technology (RPT). RPT geometry is engineered to replace conventional tools by preventing the rounding of good fasteners and removing damaged ones. Each set features laseretched size markings, a one-piece S2 steel construction, and is packaged in a secondgeneration aluminum rail. n

For more information, visit VehicleServicePros.com/55327157

FEATURES 3 RATCHETING LEGS

The Ratcheting Harmonic Balance Puller, No. 38000, from Cal-Van Tools, is designed to remove harmonic balancers without the hassle of trying to start bolts or the frustration of positioning multi-jointed puller legs. Three ratcheting legs with puller feet eliminate the need for bolts. There’s no need to remove the radiator or other components with this compact design. The legs quickly adjust and hold their position. The puller has a push turn click design. n

For more information, visit VehicleServicePros.com/55329203

FEATURES A 250-DEGREE SWIVEL HEAD

The 1/4” Drive Nano Bit Driver w/ HexHandle Ratchet , No. 11340, from Titan Professional Tools features a 250-degree swivel head, magnetic bit retention, and a minimal 4-degree sweep. The handle end functions as a magnetic bit driver, while the 90-tooth reversible ratchet allows for smooth operation. This tool is ideal for use in confined areas and on tasks that need more leverage than a finger ratchet has to offer. The knurled handle is designed for greater control. The tool is 2-1/4” long. n

For more information, visit VehicleServicePros.com/55341343

REPLICATES OE FACTORY AIRBAG RESISTANCE

The ANSED Diagnostics Airbag Simulator Resistor Reset Kit, No. HU31026, provides five resistors to properly replicate the OE factory airbag resistance. When users install the correct resistance they can replicate these components: steering wheel airbag, passenger dash airbag, curtain airbag, side airbag, seat belt pretensioners, and other components with an inflating airbag. This kit includes four universal harness plugs and four of each resister values: 1.8, 2.2, 2.5, 2.7, and 3.3 Ohms to properly simulate the airbag/pretensioner resistance called for by the OE specifications. n

For more information, visit

BUILT TO MATCH OE SERVICE REQUIREMENTS

The CTA VW 1.4L EA211 Injector Removal & Seal Install Tool is engineered specifically for EA211 1.4L and 1.5L TSI injectors, providing safe removal and accurate seal installation in one compact tool. The tool is built to match OE service requirements. Its dual function design installs new combustion chamber seals during service. It supports Volkswagen, Audi, Skoda, and SEAT models equipped with 1.4L/1.5L TSI engines. Essential for injector replacement, misfire diagnostics, and sealing correction. 

For more information, visit

INCLUDES CHAIN TENSIONER RELEASE PIN

The Cam Phaser Locking & Holding Kit for Chrysler, No. 36900, from Lisle Corporation is designed to work on 2011 and newer Chrysler, Dodge, and Jeep vehicles to lock cam phasers in place and release tension on the timing chain for service. The kit includes left and right cam phaser lock blocks, a chain tensioner release pin, and five holding tools for 3.0L, 3.2L, and 3.6L VVT and VVL Pentastar engines. 

For more information, visit

laser accuracy from 1.2” (30mm) to 94” (2,387mm) with an SAE and metric digital readout. Aluminum telescoping sections with cam locks improve handling and reduce sag, and the adjustable laser tray enables measurements anywhere along the tram with no fixed zero-point. The set includes two nylon storage bags, a shortening attachment, two 5” pointers, and two 12” pointers. 

For more information, visit

• Full 7 Amp Load during the test

• Relay voltage drop monitored

• Test results displayed as red, green, or yellow for caution

adapters for expanded test

- 10 different 12V relays

MADE FROM CHROME VANADIUM STEEL

The 8-pc Metric Insulated Nut Driver Set, No. D062723, from Dynamic Tools, is an insulated tool set with sizes 5mm, 5.5mm, 6mm, 7mm, 8mm, 9mm, 10mm, and 11mm. Each nut driver is made from chrome vanadium steel for strength and durability, with precisely machined openings for an exact fit on fasteners. The ergonomic non-slip handle is designed for maximum precision and control, while its flat areas prevent roll-off. Each tool is insulated via injection moulding, and VDE certified in compliance with the IEC60900 standard. The set offers protection up to 1,000V. 

For more information, visit VehicleServicePros.com/55354128

VIDEO: LISLE CORPORATION

15/16” RATCHETING

FLEX HEAD CAGE BOLT WRENCH

In this video, Lisle demonstrates their 15/16” Ratcheting Flex Head Cage Bolt Wrench, No. 39790. 

RATED FOR LIVE USE UP TO 1,000 VAC/1,500 VDC

The Cementex 15″ Button Reset Tool with Round Tip and Cushion Grip Handle, No. R15BRT-CG, makes it easier and safer for technicians to reset breakers, relays, and other electrical components. The tool is double-insulated, tested to 10,000 VAC, rated for 1,000 VAC when working on live parts, and complies with the IEC 60900 standard and the ASTM F1505 standard. It has a slim, controllable form factor that makes it ideal for work in tight or restricted spaces. The reset tool is made in the USA from globally and domestically sourced materials. 

For more information, visit VehicleServicePros.com/55296468

OPTIMAL SUPPORT

• 12/24V operation

• Continuous power up to 120A (no time limit)

• Selectable target voltage from 13.1-14.9V

• Minimal voltage ripple (<100mV)

• Rapid Load Response Technology

• Extra-long 13’ cable reach

• Includes charging capability (120/60/40/10A)

• Requires 20A outlet

DRIVING SALES

DESIGNED FOR THE MOST DEMANDING APPLICATIONS

The Ajax Tools 9-pc Master Chisel Set, No. A9029, offers a wide range of professionalgrade, American-made chisels. Each chisel has been selected to give the technician the ability to complete the most demanding applications necessary to get the job done. This set includes a scraping chisel, bushing splitter, claw ripper, muffler cutter, panel cutter, flat chisel, tapered punch, rivet cutter, and kwik cutter chisel. 

For more information, visit VehicleServicePros.com/55301427

INCLUDES SPRINGLOADED PULLER

VIDEO: PENTOGRIP PROFESSIONAL

SCREWDRIVERS

In this video, SpecTools demonstrates their PENTOGRIP Professional Screwdrivers 

The Mueller-Kueps Universal Wiper Arm Puller Kit, No. 650 370, makes the removal of wiper arms quick and easy. It features a long spindle and slotted slide weight that can be used as a mini slide hammer, making it ideal for stubborn cone seat connections. The kit also includes a spring-loaded puller that allows for instant adjustments and a small sleeve to protect the sprayer when removing a rear wiper arm. 

For more information, visit VehicleServicePros.com/55276786

NON-SLIP DIPPED HANDLES

The Matco Tools 7-pc Pliers Set in Shadow Gray, No. SP7SG, is designed to give technicians a compact kit of the most commonly used pliers for everyday shop and field jobs. Manufactured with precision-machined jaws and CRV construction, each tool delivers a secure grip, durable performance, and a rust-resistant finish that helps keep the set looking new longer. Non-slip dipped handles provide control while the heavy duty zipper pouch keeps everything organized and portable. The set includes long nose, straight, bent, and extended-reach pliers, plus precision cutters, long-reach hose-grip pliers, and an 8” electrical plier that strips 10-20 AWG wire, cuts 6-32 and 8-32 screws and crimps terminals. 

For more information, visit VehicleServicePros.com/55340441

SAFELY REMOVE OIL PAN DRAIN PLUGS

The OTC Drain Plug Pro Tool Kit , No. 5961, features an interchangeable design. The kit includes attachments for standard drain plugs, lowprofile drain plugs, internal hex drain plugs (17mm), and 1/4” hex bits. It can be used with any 1/4” square drive socket, and helps users safely remove oil pan drain plugs by avoiding contact with hot oil and preventing them from dropping drain plugs and other fasteners. The flexible shank with 1/4” square drive helps remove or thread smaller fasteners even in hard-toreach places. Contained on a handy socket rail for hanging or tool drawer storage. 

For more information, visit VehicleServicePros.com/55330266

PROVIDES EXTRACTORFREE BOLT REMOVAL AND THREAD RESTORATION

The ProMAXX Tool by Milton Volvo 2.0L Drive-E or VEA Exhaust Manifold Repair ProKit Plus, No. PMXV200PROP, is a professional-grade, USA-made tool built for rapid Volvo 2.0L Drive-E/VEA exhaust manifold bolt repair for the XC40, XC60, XC90, and more. Its CNC-machined jig, screw-in bushings, gold-grade drill bits, and finishing tap enable extractor-free bolt removal and thread restoration in just about 15 minutes per bolt, saving hours versus the traditional teardown methods. Professionals get precise, repeatable results, a faster ROI, and a shop-ready, damage-free repair process tailored for efficiency. 

For more information, visit VehicleServicePros.com/55301588

Coupler Retrofit Kit saves time and improves efficiency by enabling tool-free refrigerant line connection and disconnection.

Four decades on the road

During his 46 years as a distributor, Danny Stratton has seen this industry evolve into what it is now.

By Emily Markham, Editor

Mac Tools distributor, Danny Stratton, has been cruising through the streets of Enid, Oklahoma, for over four decades. He’s seen the highs and lows from oil booms to recessions and has stuck with his customers through it all. Stratton’s dedication to consistency and following through with his customers has kept his business successful for the past 46 years.

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.

THE CAREER HE WASN’T LOOKING FOR

Before he began his tool distribution journey, Stratton was painting cars at a body shop. “I was 22 years old,” he says. “I wasn’t looking for a career. I just thought it looked like more fun than painting cars. The guy that was selling me tools came by every week and was getting out and taking a field manager’s job. I thought, ‘wow.’ So about seven or eight months later, there I was.”

To start, Stratton only took on half of the route. It was April of 1980, and with the oil boom happening, the previous route owner knew it would likely expand, and two trucks would be needed for the area.

Unfortunately, by the mid-1980s,

the “oil bust” came. Stratton notes that overnight, shops closed, his customers lost their jobs, and people had to move away.

“We had such an influx of people moving in for the oil industry that when it shut down, it was pretty tough.”

Staying afloat during those trying times was no small feat, and when the other distributor in the area went out of business, it created an opportunity for Stratton to keep going. He took over the entire area, and the increase in his headcount helped make up for his other losses.

“I was newly married about that time,” he says, “and we didn’t have a lot of overhead, so we just stuck it out and stayed with it.”

Danny Stratton (middle), his father, Harlan Stratton (left), and his first customer, Bruce Stratton (right), on April 20, 1980.

SELLING THEN AND NOW

After over four decades as a tool distributor, Stratton has seen many changes in the industry – pricing, the tools and equipment being sold, and even the way he and other distributors do business.

“When I got in the business in 1980, I went to my banker, and I borrowed $32,000,” Stratton recalls. “And in that $32,000, I bought a used truck, I bought my starter inventory, I bought $8,000 worth of accounts off the other gentleman that were here, and I had working capital in the bank. And I laugh because I have days that big now and I never fathomed that the tool business would do what it’s morphed into.”

Thinking about prices from when he first started, Stratton notes that a 9/16” wrench was only $4.25 and an expensive toolbox was $600.

“If you’d have told me that in 1980 [that] I’d be selling toolboxes that are $30,000,” he says, “I’d have looked at you like you had three eyes.”

Apart from pricing differences, Stratton finds that the biggest

difference between when he first started and now is the volume of tools and equipment that goes through a truck. In the past, he explains that tool trucks largely carried hand tools like sockets, wrenches, and screwdrivers as well as toolboxes, but now, he’s got A/C machines, scan tools, and cordless power tools.

Perhaps the best difference between then and now, though, is how much easier it is to take time off.

“I’m thankful for the debit card,” Stratton says, “because in the old days there were no vacations. You didn’t have very many sick days because we were always there to pick up a check or cash, and we didn’t take a lot of time off back then.”

Even on days when Stratton isn’t planning to take off, like getting sick or snowed in, he can simply run his customers’ cards, and payments come in as usual.

IMPARTING WISDOM

When speaking with new distributors, Stratton shares the tools he’s gathered over the years to be successful:

• Know your margins

• Keep a full inventory

• Show up when you say you will

• Be consistent

“Time management is probably the biggest thing I preach to our new dealers,” he says. “When you’re in the truck, you’re working. You’re not petting your dog or taking your dog with you, playing the radio, or any of that. When we’re in the tool truck, it’s time to work.”

As a new distributor — or even as a seasoned one — collecting money from customers can be a bit of a challenge. To help with this, Stratton remembers some advice he received from an “old, wise man” many years ago, and he tells this to all the new distributors he meets — “If you don’t mind owing me, I don’t mind asking you. Never be afraid to ask for your money.”

WHAT’S NEXT?

Though Stratton is still going strong on his route, he has put some thought into retirement and how he’d like his route maintained once he’s no longer the person behind the wheel. Some of his customers have expressed interest in taking over for him, but before any decisions are made, Stratton wants to make sure they understand what they’re getting into.

“I’m 68 years old. I’m still working 10, 12 hours a day,” he tells them, “’Be careful what you wish for.’” They only see the “fun” part of the job while Stratton is out on the truck; what they’re not seeing is all the work that goes into managing a successful business.

Overall, Stratton says he’s still figuring things out.

“I most likely will be involved in an exit strategy to help finance somebody in as a replacement. Being from the small town and having grown up here, I know everybody,” he says. “I’d like to see it continue. I’d like to see it be successful after I’m gone.”

Many things have changed since Stratton first started in 1980, but his dedication to his customers has never wavered.

How to sell to the technician who has everything?

Do you have a technician on your route that seems resistant to buying new tools? These distributors just might have the advice you need to get those customers on your truck.

By the Professional Distributor Editors

There’s one on every route, a seasoned tech who seems committed to only the tools in his or her box. They’re impossible to crack, stubborn, and might even tell you they’ve already got everything they need. It’s your job to prove them wrong. We asked distributors how they get these technicians to buy from them. Here’s what they had to say.

1

Find what makes them more efficient

“For me, it’s looking at what could be better, what could make them more efficient. They have everything. This guy’s been doing it for 20 years; he

knows how to get the job done. So tell him, 'If you had a bigger box, you’d be more organized, things would run smoother, and you could flag more hours.’ You have to go in and really talk to them, look at what they’re using and find a way to make them better or make them faster.”

-Jared Hull, Cornwell Quality Tools

2 Listen

"Listen to him. If you pay attention to your customer. If you’ll listen to that man and see what he’s doing, he’ll lead you to what he’s wanting and what he needs. You take a guy that’s been doing it 30 years, you’re not going

to sell him a set of screwdrivers every year. You’re going to sell him flashlights. You may sell him new scan equipment, some battery-powered stuff that he didn’t have starting out, but with the quality hardline products, you’re not selling him a set of sockets every month. So if you listen to, he’s gonna tell you."

-Danny Stratton, Mac Tools

3

Educate them on new technologies

“At this point in time, the guy that has everything is usually old. So, it’s usually something technology-wise. I try to stay away from like screwdrivers, wrenches, and pliers because that’s what everyone starts with. The category that you’re going to get that guy in is more or less going to be electrical or diagnostic tools. Technology changes so often on these cars.”

-Alex Indeck, Cornwell Quality Tools

4 Keep it fun

“Oh, it’s easy. You’ve just got to walk in and show them what’s new, what’s hot, and you also have to make your truck fun. You have to run giveaways. I’ve given away pretty much anything you can think of. That usually keeps them interested in expanding if they like something they got during a giveaway.”

-Dustin Cannoy, Independent

5

Focus on what’s new and improved

"A lot of them already have what they need, but that’s when the new stuff comes into play. They’re always looking for new and improved ways of doing things. If something allows a technician to turn a 30-minute job into a 15-minute job, and they do that job often, then it’s obviously a good investment on their part to be able to complete jobs faster. So, if you can provide them with a new and quicker way, they’re going to buy."

-James Stinson, Independent

Photo courtesy of Mike Yarter

HOLD-A-ROTOR

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