DISTRIBUTOR PROFILE
bit. He tells me, “Since Beveridge has
been coming to our dealership, I think
the technicians are not only excited
to come out and make their payment,
but they come out and try to get a tool
to solve a problem that they have, and
they walk out of the truck smiling every
time. You get more for your money and
that’s a big deal to a tech who has to
use his own money to work on cars in
today’s market.”
“I don’t make anybody buy tools, I
just show them all the reasons why they
should,” Beveridge says.
At 1 PM, things settle down just
enough for a recap. Beveridge and team
have rung up $3,246 in sales and collected
$2,025.
“That’s fantastic,” Beveridge says.
The heat index is pushing 100-plus
degrees, but there’s no sign of slowing
down. Not too long after the lunch
hour, a customer purchases one of the
two evaporative coolers stationed at the
back of the truck.
Stocking tomorrow’s
technicians
As we continue down the road, Beveridge
tells me the economy in Texas has
been “incredible.”
I start to get the impression this
mobile dealer is not one to sit back and
enjoy the ride, despite his proven work
ethic and the Texas economy, which is
holding strong. On the contrary, it seems
after each ‘good day,’ the first thing Beveridge
wants to do is throw more irons
in the fire.
One thing that sets Beveridge apart
is his desire to reach automotive repair
students before they get out into the
field. He feels he can help to supply
them with tools at a competitive price
and offer his own financing, even if that
means zero interest for a year or two
with time payment. Beveridge has a good
amount of student customers at the Universal
Technical Institute (UTI), Texas
State Technical College (TSTC) and a few
local colleges.
“I allow these students to have a
credit account just like my regular customers
… When they’re in school they
can pay their weekly payment with no
interest, which helps them a lot.”
Eventually he wants to put together
trade-specific packages for tech students,
like a toolbox with all the tools
for a heavy duty truck technician or
automotive technician, at one price.
What’s next
Someday in the near future Beveridge
plans to use his 32’ trailer as a support
vehicle to house additional tools and
capital equipment. He will stock large
equipment in his showroom (his current
14 Professional Distributor I September 2018 I VehicleServicePros.com
garage) as well.
“I’m trying to get the new guys that
are coming in and the guys at the top,
while my regular services take care of
the guys in the shop,” Beveridge says. “I
want to be able to cover all ends.”
In case you’re keeping track, that
brings us to three trucks and a brickand
mortar location in the works. Add
to that an online presence and you
have a sales trifecta. Beveridge and his
wife – who helps with billing, receiving,
orders and internet sales – recently
revamped their site and made their first
online sale.
It’s been a busy two years for the
Beveridges. The gamble of relocating
to Texas – even without customers or a
support network – paid off. The driven
salesman used his previous knowledge
of tools and automotive tool sales to create
a business that is thriving in the Lone
Star State.
“I’d really like to do it right,” Beveridge
says. “I’d like to be doing the same
business I’m doing now in the same area,
maybe have two or three routes.”
On his checklist: a nice showroom
store, a thriving online presence and
to be a preferred vendor at UTI and
TSTC. He envisions a couple brand
new, dependable trucks all paid off and
decked out with air conditioning. He
may not be there yet, but Beveridge is
clearly working to make each of these
items a reality. They are all underway.
“After being in mobile tool sales for
17 years, it’s the best move I ever made,”
he says of his family’s move to Texas. “I
thrive on the challenge. I love what I do
because you never know what’s going to
happen when the next customer walks
in. Building this business has been an
incredible experience.”
Geoff Beveridge made a big move
when he relocated to Texas. And he continues
to move every day – whether he
is training, engaging, selling or planning.
For him, movement is a lifestyle strategy
that continues to serve him well.
It helps to have support
“The support I get from Medco on warranties
has been top notch,” Geoff Beveridge of
Tools, Inc. says. “Anything that’s broken or
that I have a problem with, I have an outside
salesman named Gary Blakely who takes very
good care of me. He’s been a huge support.
When I need something shipped straight to a
customer or a problem taken care of, they take
care of me.”
“The promos I have through Medco make sales
a lot easier for me as well,” he adds.
Beveridge makes sure to wear out Medco catalogs
and monthly fliers to promote products and help
customers make a well-planned purchase.
“It’s a huge resource for me,” he says.
The Philadelphia-based warehouse distributor
operates fully stocked warehouses across the
country and continues to grow, representing more
than 400 manufacturer lines over 100,000 SKUs.
Not only does the organization help Beveridge
stock product, it also complements his solid
customer service.
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