Sales Tip: Make it easy

When it comes to TPMS tools and equipment, tire shops and dealerships generally have a good idea of what they need to buy,  Cornwell Quality Tools dealer Frank Orphey says. Oftentimes, TPMS tools are supplied by companies who visit tire shops on a regular basis such as for wheel weights, tire balancers, and so on. So, when they visit Orphey’s truck, it’s usually to buy a backup.

Dealerships tend to be forced to buy into a specific brand, so they’ll also come to Orphey to buy a backup when needed or one to read a random vehicle that comes through their bay, Orphey notes.

But for body shops, fleets, and ma and pop shops, these shops rely more on Orphey for guidance since it’s not their main service. When selling TPMS tools, there are a few important factors for technicians and shop owners to consider.

“The biggest thing that I’m asked about is how hard is the tool to use,” Orphey says. “Not how easy is it to use. A lot of times, these guys don’t have the time to figure out a new tool, so they want it to be easy.”

For this reason, Orphey finds TPMS tools with “nice big intuitive screens” sell better over smaller handhelds. “It takes a lot of the guesswork out for the techs; the instructions are right on the screen,” he notes.