Superior dealer support helps Cornwell Dealer
Danny Windings outlast six competitors

Cornwell dealer Danny Windings has been in the tool business for 10 years, five with Cornwell, five with a competitor. With equal time in each, he spoke with authority about the differences.

"Cornwell is a family operation," he said. "They know you by name, not a number. They care about you as a person, ask about your family and do everything they can to make your business run easier, safer and faster. It's very unusual. I know because I've been on the other side. You are appreciated with Cornwell. It's like working with family."

Not so with the competitor. "They had an attitude, like they're doing me the favor," he said. "Cornwell loves what I do and appreciates me. I love what they do and appreciate them.

"Other companies put your integrity on the line," he said about the reason he started searching for something better. "It's their way or the highway." Among other demoralizing developments, Danny's pay scale was adjusted six times in five years. The real turning point came shortly after his former company transitioned to new software.

"They took my computer to install the new program. When they returned it, all my customers' accounts were mixed up. I didn't know who owed what, and I got no help whatsoever to straighten things out."

That's when Danny met with Dave Stinson, Cornwell district manager. "Dave was open, honest and personable," said Danny. "Rather than tell me what I could do for Cornwell, he told me, 'This is what Cornwell can do for you.'"

The difference was like night and day.

"I've never experienced anything like Cornwell," Danny said. "You can see the company's support every day. The only way they market their tools is through dealers. I stand behind the tools, and I know that Cornwell stands behind me."

It's a relationship that instills loyalty and nurtures longevity. Danny already has outlasted six competitors' dealers in his 10 years in the tool business. "Most only last about a year and a half," he said.

Experienced and self-sufficient, Danny works directly with Cornwell customer service to source specialty tools or to order merchandise from Cornwell's catalog. "I call my rep once, and I know it's handled," he said. "I want to be the go-to guy for my territory - from the big dealerships to the small guy in the one-bay garage." Cornwell customer service is helping him make that happen.

For help bringing a bigger opportunity home, Danny asked his district manager, Greg Gamble, to go with him to call on Southern Illinois University Automotive Technical School, the No.1 automotive tech school in the nation. A promising account, the school takes in about 40 freshmen each year. "If we can get Cornwell tools in their hands, they'll keep using them," said Danny. He and Greg worked side be side to make it happen, more like brothers than businessmen.

Cornwell's family atmosphere is important to Danny. His wife, Yvonne, is a schoolteacher. Married 18 years, the two have four children, Kaylee, 15; Bradley, 11; Sydney, 8; and Lindsey,S months. Danny cherishes his time with them. The birth of Lindsey, in fact, was the reason Danny skipped the 2007 annual Cornwell rally in Dallas, the first one he's missed.

"The Cornwell rallies are great," he said, noting the camaraderie with other dealers, sales and motivational training classes, information about new tools coming out and the sharing of ideas. "The rallies are well worth the time," he said. But in 2007, Yvonne was too close to giving birth for Danny to risk taking her so far from home.

"You have to work hard every day," said Danny. "But you have to make time for your family. You can't let the business eat you up."

With Cornwell, Danny makes a comfortable income working Monday through Friday, eight to 10 hours a day, averaging about 20 stops a day. In his five years with Cornwell, he's never finished below the top 30 in the company. The last two years, he's been in the top 10.

"A 10-hour day is long enough for anyone," he said. "You won't have a problem if you work hard." His success proves it.

Today, Danny drives a 22-foot, air-conditioned 2006 International truck. "My customers love to come on, but they hate to get off. I tell them they're going to have to go with me to my next stop," he joked. "It's the only way I can get them off my truck."

It's about the only problem Danny has had since becoming a Cornwell dealer.