When the new Autel MaxiTPMS ITS600 came out late 2020, Thaer Hamdi’s excitement about the new tire pressure monitoring system (TPMS) was contagious.
“I went into the shops and I was like, ‘Man check this out, this is bad ass,’ and I get excited because I am truly excited about it. I used to be a technician, so I’m not lying — I am really excited about it,” he says. “And one thing I noticed in the tool business is if you’re excited about it, customers are excited about it.”
This excitement translates into sales for the Cornwell Quality Tools dealer, and Hamdi has had great success selling this particular Autel TPMS tool, which is run by Bluetooth and has an OBD-II relearn functionality. In fact, Hamdi is selling quite a few TPMS tools on his Boston, Massachusetts-area route.
“It’s a tool you should always have in your truck because you will have someone who’s asking for it,” Hamdi says. “And it’s not just guys at dealerships; it’s independent in shops, body shops, tire shops. There’s a wide market for it.”
Hamdi started really pushing TPMS tools a few years ago when the original sensors were starting to fail. Since TPMS was mandated in all vehicles in the U.S. in 2008, many of the batteries in the sensors have now worn out as they only have a lifespan of about seven to 10 years, causing many TPMS warning lights to show up on dashboards across the country. This presents a real opportunity for mobile tool dealers who are selling TPMS tools and sensors to shops.
“In the last year or so we’ve really seen an increase [in sensors failing], especially on our side, our sales are growing tremendously month over month,” says Jake Henderson, technical support manager at Hamaton. “And our mobile distributors are saying, ‘Hey my sales are really picking up too. We are really seeing an increase. What’s going on?’ and it’s just kind of a perfect storm of all these factors coming up to an end and the sensors finally needing to be replaced.”
TPMS TOOLS
When a customer comes into the shop because their TPMS warning indicator had lit up on their dash, the first thing the shop will do is use a TPMS tool to scan each tire. It reads the sensor in the tire which indicates what is the problem. If the problem is the sensor themselves, then the sensors have to be replaced. After the sensors are replaced, the TPMS tool is used again to perform a relearn (OBD, stationary or auto) so the sensors can speak to the vehicle.
There are a few different types of TPMS tools on the market, ranging from simple TPMS-only functions, to complete scan tools with TPMS integrated.
Hamaton’s H47 TPMS tool is an entry-level option that is perfect for your average garage or tire shop, Henderson says. The Hamaton H56 TPMS tool is a premium tool for high volume TPMS shops that want a comprehensive TPMS and tire management tool.
Bartec’s Tech450PRO is the direct replacement for the company’s popular Tech450, an advanced, mid-range all-in-one TPMS service tool. The PRO works on more cars, has color display, a better processor, batter battery and Bluetooth wireless data transfer and WiFi updating.
However, the Tech450PRO uses a cable to connect to the vehicle’s OBD-II port, so if a wireless vehicle connection interface (VCI) is preferred, then the Bartec Tech600PRO is a better option. This tool is all about speed, accuracy and ease of use, says Scot Holloway, CEO of Bartec USA. While it can complete a relearn in seconds, there can still be some hesitation out there about wireless VCI technology.
“The biggest fear that we’ve picked up in, going to a wireless VCI is leaving it in the car. We put a light on it and a buzzer, the minute the signal is disconnected, the tool is buzzing and I get a buzzer and a light going on inside the car,” Holloway says.
Hamdi, who is a self-professed “Autel guy,” also loves their MaxiSys MS906TS, which is an advanced wireless diagnostic device integrated with a TPMS antenna module. 21003384
Ateq’s VT56 is an all-in-one TPMS and tire management tool that is most recommended for larger shops, says Emily Humpert, marketing and communications manager at ATEQ TPMS Tools. For smaller shops, the VT37 is ideal, which is a TPMS reset, trigger and programming tool. Vt37 21138908
For a small repair shop, one TPMS tool is fine, but for more dedicated tire shops, they should have at least two TPMS tools because it would be common for them to be doing TPMS on two vehicles at the same time, says Henderson. It is also important to have one at the front counter to show the customer, says Enri Osmani, general manager of Hamaton.
“The great thing about having a tool in the front counter is you can capture that customer and educate them and give them knowledge and build rapport,” he explains.
TPMS SENSORS
It’s important to note that there is no way to replace just the battery on the TPMS sensors — the entire sensor has to be replaced by taking the tire off the rim, taking out the sensor and putting in a new one. Then, the technician uses a TPMS tool to scan the sensors and perform a relearn.
When one sensor dies, all four should be replaced at the same time. This represents an excellent opportunity for mobile tool dealers to branch out and sell parts to their customers.
Bartec’s Rite-Sensor is a multi-frequency programmable sensor that can be used right off the shelf, and works with all car manufacturers. This allows shops and mobile tool dealers to not have as many parts in stock (on last count, Holloway says there are 180 different skus of sensors on the market.) The sensors and the Bartec TPMS tools use RiteSync technology, which provides sensor programming and vehicle relearning in one single step. The relearn automatically pulls information about the vehicle (make, model and year) and system saves time and prevents mistakes, Holloway says.
“We go around the car as we activate each sensor, it’s programmed, the information is captured and it’s programmed into the vehicle. You can hardly get it wrong; the tool tells you everything,” he adds.
The company also sells TPMS service kits.
“We’re a one-stop shop. Everything you need to service TPMS, we can provide that,” Holloway says. “It’s tools, it’s parts, it’s tech support. That’s what mobile dealers need to be selling, that kind of a program.”
Selling a complete TPMS bundle to a shop is great for shops that are new to TPMS because it allows them to get started right away with everything they need.
Having an easy relearn is a huge advantage and something many shops can benefit from, says Henderson. With Hamaton’s Sync-ID technology, technicians can perform an OBD-II relearn in under two minutes on over 90 percent of vehicles.
“There are countless relearn procedures out there and they can be very confusing. There’s really strange things like move the headlight switch so many times this way, hit the brake pedal, cycle the key,” he says. “The Sync-ID technology really simplifies that process… You can show a new technician one time how to do this and they can hit the ground running. A brand-new tech can do TPMS like a pro.”
Hamaton offers universal sensors as well, which Henderson says makes it a lot easier for mobile tool dealers to sell, and they offer bundle packages too.
“It really simplifies it and makes it a lot less intimidating and it’s a really nice way for them to acquire new customers. It makes a big difference when they can go in there and say, ‘Hey, you don’t need to be scared about doing TPMS service anymore. You can carry one sensor from me and we have a great tool and kind of offer them that complete solution,’” he says.
At the end of the day, selling sensors provides an opportunity for repeat business.
“A lot of mobile tool dealers might sell a tool one time and that’s the only TPMS sale they will get from that customer, but if they offer a complete solution and carry sensors as well, every time they go in they are going to get that repeat business because it’s a re-stocking consumable item they can carry,” Henderson says.
TIPS FOR SELLING TPMS
Hamdi uses the sensors as a hook for selling TPMS solutions to the shops on his route.
“It’s easy money. Each sensor will cost a [shop’s] customer $25-30, and they can go out and sell it for whatever they want — double, triple — and they can still make good profit on it,” he says. “It’s a modern-day tire plug.”
He also says it’s very important to ensure the mobile tool dealer’s customer has a hands-on experience with the TPMS tool.
“When it comes to any diagnostic tool, you have to have one as a demo — it’s a must,” Hamdi says. “Let the customer hold it, mess around with it, hook it up to the car and push buttons until they get bored.”
If a mobile tool dealer wants some help with determining how best to go about selling TPMS tools, he can always call the company that manufactures the tools.
“We’re a great support for mobile tool dealers. We have seven days a week technical support that are here to help in any situation,” says Osmani. “If the mobile tool dealer has a question or just wants a 30-second elevator pitch before he goes out to a shop, we can do that.”
Being able to demonstrate to the customer how well a product works is an excellent selling tool.
“Go outside to the truck and scan the sensor. See how it works, see how fast it is in person,” Humpert recommends. “You can say it does it in two minutes, but when they see that, that will really sell it to them.”
Hamdi also makes the point to mention if the tool comes with updates since those can be expensive to constantly purchase. For example, the Autel MaxiTPMS ITS600 comes with free lifetime updates, which he finds is a great selling feature.
Hamdi has a big display shelf in his truck that he uses for specials, anything on sale, or new tools.
“If there’s a new TPMS tool, it’s right in front of them. The box is open and the tool is right in their face,” he says. “Seeing is believing.”
In his new truck (currently in custom development) he will have a diagnostic display section that will include his TPMS tools, as well as a display section for cordless power tools and a third display for air tools.
TALK TO THE SHOPS ABOUT TPMS
Shops will likely see an influx of TPMS issues in the cold months as tires are more likely to lose pressure in the cold and sensors can be more easily damaged. Also, any time when tires are being switched from winter to summer or summer to winter, TPMS tools are used even more. The TPMS system has to be reset every time tires are swapped. Ateq’s Quickset X TPMS Reset Tool is specifically designed for winter to summer and summer to winter tire changes.
Mobile tool dealers could start having the TPMS conversation with their customers in preparation for a busy winter season starting in the fall or a couple months in advance, Humpert suggests.
If you have a customer on your route who has not yet dipped their toe in TPMS, try explaining to them that they are missing out on potential sales by not offering this service. With TPMS having been mandated in 2008, we are getting close to 100 percent of vehicles on the road being equipment with this technology, and based on Holloway’s calculations, there are likely around half a billion sensors on the road today.
“[Shops] are starting to realize, ‘Hey, we are missing out on profit. We’re turning customers away who are going to other shops. If the shop down the road is doing sensors and brakes, why would I go to two different shops to get my work done?” Henderson says.
If they are still nervous, encourage them to start with just one TPMS tool and see if they make money on it, Osmani recommends.
Along with getting excited about the tools he shows his customers, Hamdi says another secret to his success is being the first guy to sell the tool — TPMS or otherwise. When he sees a tool he likes, he orders a bunch of them and he gets pre-orders from his customers.
“For a tool dealer, we have a lot of competition, now more than ever… One of the ways I counter that is I get the product quick in my hand and I sell it as quick as I can, before other guys can get it,” he says. “If there’s a new product coming out, jump on it and push it hard… Get out there and be the first to show it to the customer.”
Ultimately, Hamdi has great success by getting to know his customers and relating to them.
“Be honest with the customers, be real with them. When I’m with my customers we joke, I treat them like I treat my friends,” he says. “I’m like one of their buddies showing them some new tools — just some guys talking about tools.”
