Sales Tip: Keep tools for both new and old vehicles

April 30, 2024
Having a variety of stops means catering to various needs for tools and equipment necessary to repair vehicles new and old.

Stephen Fultz, a Mac Tools distributor whose route runs through Oceanside, Carlsbad, and Encinitas, California, stops at dealerships, independent shops, and some aviation service stations. For the dealerships he services, they tend to purchase a lot of hand tools for general maintenance on vehicles that aren’t necessarily that old.  

“They have to focus on getting the cars in and out as quickly as they can,” Fultz says. “A lot of the dealerships will supply the diagnostic tools for them.” 

On the flip side, independent repair shops might see a range of vehicles from old to new so they need the proper tools to get the job done. To meet their unique demands, Fultz offers both options of products that will service the new cars–whether that be diagnostic or something more specific like ADAS-related equipment–and keep older cars on the road. He reads his routes, getting to know them well enough that he knows what tools will sell where.  

About the Author

Elli Carder | Assistant Editor | PTEN & Professional Distributor

Elli Carder is an assistant editor for Endeavor Business Media's Vehicle Repair Group. With a background in professional and creative writing, Carder helps edit for both Professional Tools and Equipment News (PTEN) and Professional Distributor magazines, as well as VehicleServicePros.com. 

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