As consumers continue to keep the same vehicles longer, and find ways to increase fuel efficiency, they turn to local auto shops in order to keep their cars running as long as possible.
“The shop benefits because fluid maintenance services will add new sales to offset the diminishing number of repairs. When using a machine, these services can be performed fast, efficiently and safely, and chemical solutions can deliver greater value to the customer,” said Preston.
WATCH FOR WHAT THEY NEED
“If they’re selling to the end user, the professional doesn’t care what the cost of something is, if he recognizes the value of the benefits,” said Hutchison. “What’s important to the tech is availability, service, quality and value. Price is way down the list.”
Along with profitability based on selling the initial unit, margins increase with the added accessories and equipment that can periodically be updated for each system.
“The machine puts the shop in the fluid maintenance business while the service chemicals can help provide a steady revenue stream and enhance profit margins,” said Preston.
It’s also important to assess the shops needs.
Do they specialize in fluid exchange? Are they looking for a machine that offers quick and consistent use or equipment that performs longer, thorough flushes? Regardless of what equipment the shop provides, it’s important to realize that general maintenance is a concern for both the end user and the shop.
“When a shop performs (preventative maintenance) services, the customer willingly brings their vehicle into the shop and is prepared to pay for service. These vehicles do not stay overnight and will go in and out of the shop in the same day,” said Preston. “The consumer will benefit by reducing cost, saving time and avoiding potential repairs.”
This relationship not only extends from customer to shop, but from shop to the mobile dealer, too.
“(Mobile distributors are) making themselves the expert in the category, and by being the expert in the category, that shop is going to turn to them more to purchase that capital equipment,” said O’Hara. “They’re a sounding board. Less of a salesman and more of a consultant.”