[AT] OT- Cornwell Tools

[charlie hill]

Well said Stephen.  One other thing.
IF that young mechanic doesn't make it and moves
on it's up to the dealer to track him down and get his
money.  Cornwell isn't going to take the hit.

Charlie

-----Original Message----- 
From: Stephen Offiler
Sent: Wednesday, July 12, 2017 3:14 PM
To: Antique tractor email discussion group
Subject: Re: [AT] OT- Cornwell Tools

Cornwell does not sell off its website, at least as of right now.  Snap-on
does.  The way it works with Snap-on with web sales is that the dealer
responsible for the area where the ship-to address is located will get some
credit for the sale.  If Cornwell ever starts selling off its website you
can bet it will work the same way.  The mobile tool sales business model is
very well established and they all tend to follow Snap-on fairly closely.

One of the keys to this business model is credit.  The savvy tool dealers
develop relationships with their customers.  The customers  often develop
tool "habits" and the dealer will carry them at some level, like say for
example $25 a week, ongoing.  Then the dealer is effectively a glorified
newspaper delivery boy, going around and making his collections once a
week.  But once in the habit, the customers build their tool collections
with less regard for the actual price of an item, and more regard for how
far behind they might be currently and how many more weeks of credit
they'll be taking on with the next purchase.  Warranty service plays a huge
role too.  The dealer generally should have common items right on the truck
and he can just hand the customer a new X when the old one breaks.  For
warranty on bigger ticket items, it's on the dealer's shoulders to work
with the home office to make things right.  A couple things that really
make it tough on the tool dealer  (1) the more rural the area, the more
time spent behind the wheel, which means less time selling and more costs
to keep the truck rolling.  (2) access to younger customers is critical.  I
hear many tool dealers or former tool dealers complain that the majority of
customers within their area are experienced and have already built their
collections, so their tool purchases become infrequent.

This goes without saying but I'll say it anyway.  A new tool dealer is
going to have to impress his customers.  He's got to know the product lines
intimately, and he's got to speak the language of the automotive
technician.  It's less about wrenches and screwdrivers these days, and more
about scan tools and various specialty items.  As a dealer, you need to
know that problem-solving tool the tech needs even before he knows he needs
it.

SO


On Wed, Jul 12, 2017 at 1:17 PM, Dennis Johnson <moscowengnr at outlook.com>
wrote:

> Warren,
>
> Cromwell are good tools. Used to see more trucks, but I am probably out of
> normal routes they have.
> One issue facing many sales is competing with Amazon or similar online
> stores. Not sure if Cromwell has an internet outlet, but this is taking
> over much the normal sales. Tool trucks have a place, but not sure how 
> they
> will end up competing with online stuff. When the tool truck has a weekly
> route, and online can get 2 days of sales, who will win??
>
> Dennis
>
> Sent from my iPad
>
> > On Jul 11, 2017, at 9:51 PM, Mogrits <mogrits at gmail.com> wrote:
> >
> > Is anyone familiar with these or know anything about them? Son in law is
> > considering becoming a dealer and I'd never heard of them. It's a pretty
> > big investment- he'd have to buy the tool truck and pay for a lot of
> > franchise training. I can't stop whatever he does but have a nagging
> > feeling it's a mistake.
> >
> > https://en.wikipedia.org/wiki/Cornwell_Tools
> >
> > I'm thinking an obscure brand in a market dominated by Snap on and Mac 
> > is
> > going to be a tough sell. But maybe it is not as obscure as I think.
> Anyone
> > have experience with them?
> >
> > Warren
> > _______________________________________________
> > AT mailing list
> > http://www.antique-tractor.com/mailman/listinfo/at
>
> _______________________________________________
> AT mailing list
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>
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