2012 Specialty Product Study

Jan. 1, 2020
Focusing on specialty product sales can give your bottom line a double boost, resellers are reporting.
Focusing on specialty product sales can give your bottom line a double boost, resellers are reporting. When customers purchase specialty products, one-third of resellers report they are "likely" to also purchase related products; another almost 20 percent are either "very likely" or "guaranteed" to make additional purchases, according to the results of the Aftermarket Business World Specialty Product Study.

Like this article? Sign up for our enews blasts here.

When making specialty product purchases, quality and availability are the most important customer considerations, with warranty having the least impact on buying decisions.

Approximately 40 percent of reseller respondents say that purchasing specialty products from a full-line supplier is important. Resellers argue these suppliers have parts that are more readily available, their customers demand quality products and this is the best way to support a healthy distribution chain.

Specialty sales results have primarily held steady or improved throughout 2011, respondents say, and 2012 is expected to return continued strong sales, or even improvements. The same can be said for gross margins, which either held steady or saw an increase of 1 to 5 percent, and are expected to return similar results this year.

METHODOLOGY: The Aftermarket Business World Specialty Product Study was fielded via email to specialty parts resellers who are also readers.

Click here for full study results.

About the Author

Krista McNamara

Krista McNamara is the former Editorial Director for the Vehicle Repair Group at Endeavor Business Media. She oversaw five brands  — Motor Age, PTEN, Professional Distributor, ABRN and Aftermarket Business World. She worked in the automotive aftermarket industry for more than 15 years. 

Sponsored Recommendations

Cam & Crank Sensor Training Series

Today's advanced engines depend on accurate and consistent information from cam and crank sensors for performance, fuel economy and emissions, and not all cam and crank sensors...

Buying Your Next Diagnostic Tablet

When you last invested in a diagnostic tablet for your shop, did you consider it a potential gateway to increased revenue? Probably not. It’s likely you viewed it as a necessary...

Access Carside OEM Repair Data with MOTOR TruSpeed

Now available on all Autel MaxiSYS Ultra Series tools, MOTOR TruSpeed Repair delivers expanded OEM service and repair data within days of being published by

ADAS Case Study: From 10 Calibrations a Month to Over 10 A Day

Originally published by Vehicle Service Pros, March 26, 2024

Voice Your Opinion!

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