Sales Tip: Selling specialty tools: Pay attention to your stops

When selling specialty tools, pay attention to each stop you make throughout your route. A heavy duty shop will likely need different specialty tools than a small automotive shop.

Since Dylan Finck, a Cornwell Quality Tools mobile tool distributor, visits a variety of shops ranging from dealerships and small-town shops to heavy duty to marine shops, he takes into account the different tools they ask for and buy more of on a regular basis to make sure he always has them on hand.

For example, specialty presses, injector pullers, and cylinder liner pullers are top sellers for his heavy duty customers. As for his smaller shops, specialty fuel line and coil release tools and special bent nose pliers are common.

However, regardless of shop size or specialty, the most common type of specialty tools he sells are timing tools.

“There seems to be a different [timing tool] out there for every engine,” he notes. “I sell quite a few OTC Ford timing tool master kits. Ford is pretty notorious for needing tons of timing tools to work on their engines.”

Sign up for our eNewsletters
Get the latest news and updates

Voice Your Opinion!

To join the conversation, and become an exclusive member of Vehicle Service Pros, create an account today!