Andrew Brown is on a mission to eliminate misconceptions tied to the skilled trades.

In 2002, Brown co-founded Toolfetch.com, an eCommerce-based industrial distributor that caters to skilled trades. Since then, he’s been one of the distribution sector’s biggest champions for the skilled trades on the strength of short videos he frequently posts on LinkedIn and related insights and content on his website, andrewbrown.net.

Sure, wholesale distribution isn’t necessarily a skilled trade, but is directly tied to it, as the skilled trades (contractors) are the biggest consumers of industrial, commercial and building supplies carried by the industry. And, distributors continue to staff increasingly more skilled trade professionals in order to provide increasingly higher levels of customer service — whether that’s in design, engineering, repair/maintenance, installation, product training or elsewhere.

Brown was the guest in a March 2023 MDM Podcast episode, and we’ve followed up that conversation here with a Q&A. While the topic remains the same — debunking skilled trade myths and educating about how their role empowers distribution — Brown had fresh insights to share in a recent interview.

View our conversation below.

Mike Hockett, MDM Executive Editor: Andrew, you’ve developed a strong network and voice as a champion of the skilled trades to go along with more than 22 years of experience in industrial distribution. So to start off, can you share what your background is and where that passion for promoting the skilled trades comes from?

Andrew Brown: I was a high-tech IT guy until Sept. 11, 2001, which was a tragic day for our nation, and where I found myself on Ground Zero a few days after working side by side with first responders, emergency workers and tradespeople searching for survivors on site. What moved me were the tradespeople who spent endless days clearing the debris and wreckage were all exposed to dangers that could not necessarily be seen at the time. Respiratory illness, bodily harm and more severe consequences arose. These people wanted to help and were not thinking about the consequences of providing that help. So I set out to change it. I left my corporate role in IT and dedicated my time to creating Toolfetch with my brother. A portal for the trades to get what they need, and a platform to stay safe on-site when applying it

Hockett: From an outsider’s view, especially to millennials and Gen-Z, it’s likely that they still view distribution as dimly-lit warehouses full of boxes and forklifts – if they even know what distribution is. Given its role in the supply chain, distribution is probably never going to be seen as a sexy industry. Still, there are plenty of things within distribution that I think can appeal to young generations — technology usage, automation, distribution’s vital role to keep economies moving, etc. How do you think distributors can go about appealing to today’s young people?

Brown: To appeal to millennials and Gen-Z, distributors should try and focus on highlighting advanced technologies by showing the use of automation, robotics and AI. Introducing interactive learning using VR for engaging training experiences. Distributors can highlight career growth and opportunities by showing a clear career pathway to climbing the ladder of success. They can also promote continuous learning by offering certifications and training programs. Create a modern work environment such as flexible work options. Offer flexible hours and remote work opportunities.

Hockett: As of 20 years ago or so, the accepted reality was that, if you wanted a good paying career, a four-year college degree was the only path. Yes, we all had a shop class, but I certainly don’t remember skilled trades being something that was promoted to us when we were in high school. That may be different in different geographies, but do you think a lack of skilled trades education has led to the current or projected shortfall of tradespeople?

Brown: The lack of skilled trades education in high schools has contributed to the current shortfall of tradespeople. The strong cultural emphasis on four-year college degrees as the primary path to a successful career has overshadowed the value of skilled trades. Additionally, many high schools have reduced or eliminated vocational programs, limiting students’ exposure to these career opportunities. This has led to fewer young people entering the trades, exacerbating the labor shortage in these essential fields.

Hockett: On top of that, at least in my experience in high school and college back in the day, the skilled trades had an inaccurate notion that it was something you pursued if you didn’t have the grades for a four-year college. I know that notion has consistently been proven blatantly false, but I’m curious to get your perspective on why that myth exists and why it’s not true.

Brown: The myth that skilled trades are a fallback for those with poor grades exists due to long-standing societal perceptions that value white-collar jobs over blue-collar ones, an educational system focused on academic achievements, and media portrayals that reinforce stereotypes. This notion is false because skilled trades require extensive knowledge, technical expertise, and problem-solving skills. Many trades offer competitive salaries, job stability, and entrepreneurial opportunities, proving they are intellectually challenging and financially rewarding careers.

Hockett: Looking back, I think if the potential salaries of those skilled trades were better promoted, a lot more of my fellow classmates would have at least seriously considered that as a career path rather than assuming they had to take on a mountain of student loan debt and not start making money until they have a four-year degree at 22, 23 years old or later. Can you touch on what the current payscale looks like for a few of the skilled trades out there?

Brown: Depending on where you’re located in the United States wages vary:

• Electricians typically earn between $50,000 and $80,000 annually. Experienced electricians, especially those in specialized fields, can make over $100,000 per year.
• Plumbers generally earn between $45,000 and $75,000 annually. Master plumbers or those with specialized skills can earn upwards of $90,000 to $100,000 per year.
• Welders can expect to make between $40,000 and $70,000 annually. Specialized welders, such as those working in underwater welding or with advanced certifications, can earn significantly more, sometimes exceeding $100,000 per year.
• HVAC (Heating, Ventilation, and Air Conditioning) technicians typically earn between $45,000 and $75,000 annually. Experienced technicians or those with advanced certifications can make over $80,000 per year.
• Carpenters usually earn between $40,000 and $70,000 annually. Highly skilled carpenters, especially those working in specialized areas like custom cabinetry or high-end construction, can earn more than $80,000 per year.

These salaries, combined with the ability to start earning sooner and avoid significant student loan debt, make skilled trades a highly attractive career option.

Hockett: Distribution technically isn’t viewed as a skilled trade in the sense that distribution sales staff, warehouse staff and management/executives typically don’t have the technical skills and know-how that electricians, plumbers, welders and maintenance professionals do. But, the skilled trades are the end users directly using the products distributors are selling, and depending on the size of the distributor, many of them do have skilled tradespeople on-hand to service customers with installation, maintenance, troubleshooting, repair, design and other after- sales services as part of their value-add offerings. Any thoughts of your own on how the skilled trades tie in with distributors?

Brown: Skilled trades and distributors are closely linked because tradespeople rely on the products distributed for their work. Distributors often employ skilled tradespeople to provide services like installation, maintenance and repair, enhancing customer satisfaction and building long-term relationships. This technical expertise allows distributors to offer valuable support and advice, making them an essential partner for tradespeople. The synergy between skilled trades and distributors ensures that both can thrive by meeting the practical needs of end users and providing comprehensive service solutions.

Hockett: We’ve covered extensively over the past year about how distributors – like most of the manufacturing sector – have found the current labor market very challenging to recruit and retain talent in. Especially on the recruitment side, they’re having to get creative when it comes to attracting new college grads and expand where and how they are promoting to universities and trade schools. Do you have any general advise for how distributors can get in front of those kids who are in college and will soon be job-hunting?

Brown: Distributors should focus on building strong relationships with universities and trade schools to attract new talent. They can do this by offering internships, participating in career fairs, and giving guest lectures to highlight the exciting opportunities in distribution. Additionally, showcasing real-life success stories and the innovative technologies used in the industry can make the sector more appealing to students. Using social media and online platforms to engage with students and promote job openings can also help reach a wider audience of soon-to-be graduates.

Hockett: I want to give you a chance to talk about ToolFetch.com, which, correct me if I’m wrong, but can be described as online retailer of industrial tools that sells to tradespeople in a lot of different industries. Can you give an overview of how you co-founded it in 2002 and what it looks like today?

Brown: Toolfetch began as a portal for the trades to get what they need, when they need it. It began with a reality witnessed in the aftermath of the attacks on September 11th. I was at ground zero a few days after the attacks helping first responders and tradespeople find survivors.

The process of rescue and repair led to unnecessary and additional damage. The heroes who jumped into the rubble to search for survivors and the workers who spent endless days clearing the debris and wreckage were all exposed to dangers that could not necessarily be seen at the time. Respiratory illness, bodily harm and more severe consequences arose, simply due to lack of training and preparation for the task at hand. So, we set out to change it. 

Toolfetch is built upon three pillars, all designed to support the trades in their efforts. The first is Supply. Deliver what the trades require, without the hassle, time and money wasted doing it “the Old Way.” Our on-demand model is constructed to get the goods (over 2 million products) and materials to the site quickly and without chasing down deliveries, dealing with delays, and keeping the site up and running.

The second is Safety. As advocates for the trade, we developed a comprehensive safety evaluation and training program that is unique to the trades. It targets on-site safety and awareness through OSHA-certified, hands-on engagement with your team. The outcome is a safer work environment and an educated workforce, reducing the risk of injury, and increasing the overall well-being of your tradespeople.

The third is Advocacy. The next generation of tradespeople has a different perception of the trades, because they are programmed to “get a 4-year education and get a job.” That’s why we created the Skilled Trades Advisory Counsel. The mission of STAC is to unite the skilled trades community and inspire North America’s youth to consider related careers in the professional trades. We leverage our resources, knowledge and networks to advocate for the Trades with a focus on the next generation to come. And we believe this all starts with awareness and education.

Toolfetch views the trades as the lifeblood of our modern society. They need support in their efforts. And Toolfetch is here to ensure they have what they need to maintain our infrastructure (buildings, bridges, tunnels, roads, buildings).”