Hailing from the pet industry , Todd Oilschlager , current co-owner of TBE Equipment , was not expecting to fall into trailer sales . Though he was not in the market for a dealership , the opportunity fell into Oilschlager ’ s lap while purchasing his third trailer from Stengler .
“ Four years ago , I was in the store buying a trailer from Bob , and he was trying to get me interested in the business ,” remembered Todd Oilschlager , co-owner of TBE Equipment . “ It would have been quite the change for me , but I enjoy operating businesses , so I entertained the idea . I talked to Andrew about it and decided , ‘ Why not ? Let ’ s do it .’”
Andrew Berndt , the second half of the pair and a former EMT and nurse , had an unlikely entrance to the trailer industry as well . After years in the medical sector , burnout hit him hard , so he walked into the RV industry – literally .
“ I walked across the street to an RV store and took a job as a receptionist , knowing I would work my way up ,” explained Berndt . “ Before long , I was the general manager . When this opportunity came about , it was different enough , but it was also familiar and something I knew I liked . So , here we are – a pet store owner and a former nurse , owning a trailer dealership .”
Despite their coincidental entrance into the industry , the pair has had no shortage of success . In February , they opened a second location in Richfield , Wisconsin , working towards their goal of multiple storefronts .
“ Our vendor pointed out the building ,” said Oilschlager , “ so we decided to take a look . Once we saw the location and traffic in the area , we decided , ‘ Why not ? No guts , no glory !’ The addition was easy . We were lucky to secure all the manufacturers at our original store for our second location .”
Success can often result from education , and the story behind TBE Equipment is not so different . According to the co-owners , Stengler was an avid NATDA member and supporter . Just five months after the dealership ’ s purchase , the former owner took the pair to their first NATDA Trailer Show in Indianapolis , making introductions to industry peers and setting the duo up for future success .
“ It was a great transition ,” reckoned Oilschlager . “ Now , we go every year to visit the show . Every time , we pick up a new company to work with or learn something new , especially in the educational seminars at the show ’ s start . It ’ s been an amazing learning experience for us .”
In the four years since their time in Indianapolis , Oilschlager and Berndt have tweaked and perfected their technique to run the most successful business possible , especially in the long term . In a nationwide struggle to retain employees , TBE Equipment ’ s owners seem to have found the answer .
“ Within the past year , we have changed how we pay our employees ,” explained Berndt . “ We have implemented health insurance and benefits on top of a competitive base salary . We ’ ve also started to operate based on company-wide profit-sharing incentives . That way , there ’ s no internal competition for commission and everyone works as a team . As part of our program , we have monthly , quarterly and annual goals set for the company . If we hit the mark , everyone gets a bonus . We get to provide for our staff , who we consider family , while helping them provide for theirs .”
Their expertise extends beyond employee retention , though . When asked about their growing success , the pair also had the company ’ s logistics squared away . Rather than ordering inventory monthly or quarterly , the duo orders bi-annually to keep their products stocked .
“ The process is not like with a car , where customers start looking a year in advance ,” continued Oilschlager . “ People come in and tell us they need a trailer – now . If we don ’ t have it , they go to a competitor . We want the product when customers need it , not just whenever we can get it .”
According to Berndt , though , it ’ s not only the product – it ’ s the pride behind it .
“ Everyone who walks in our store compliments it for being clean and orderly . Our lot looks like a new car dealership . Customers want to know that you take pride in your process . It lets them know they will have good service after the sale , too .”
Between advance ordering and a tried-andtrue retention strategy , it ’ s clear Oilschlager and Berndt have earned their success .
“ It ’ s been quite the change ,” shared Oilschlager , “ but why not ? Like I said – no guts , no glory .”
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