Since heavy duty equipment is not something commonly stocked on a tool truck, it may require a different selling strategy.
“For mobile tool dealers, it’ll be a different sales cycle and different customer,” Todd Michalski, vice president of sales and marketing at Gray Manufacturing says.
Michalski recommends creating a good relationship with the shop’s service managers and owners to understand what equipment can solve their problems. Then, look at the return on investment of that equipment. Focus on how much that equipment costs a month versus the revenue that could be generated by using that equipment.
And like the vehicles themselves, keeping downtime on equipment to a minimum is just as important.
“[Shops] also need to look at repairability of that equipment,” he advises. “Are parts available to repair the wearable items, do they have to dispose of the equipment if something goes wrong, does the manufacturer have a parts service available for quick and easy repair, is it in-house or do they send out?”
