It’s been nearly 10 years since car manufacturers were required to implement tire pressure monitoring systems (TPMS) on all vehicle makes and models. While already included on a number of higher-end vehicles, in 2008 the entire industry saw a shift in implementing this required safety feature.
The purchase of TPMS tools to reset TPMS sensors can be justified to address this new technology, but it’s also important to consider the benefits these tools have to shops. What kind of return on investment might shops see with the purchase?
While many repair shop customers may stop in when a TPMS light is illuminated on the dash, there are other ways shops can pass the cost of TPMS sensor resets to customers.
For instance, completing a tire rotation on a vehicle with TPMS may require sensor resets. Instead of automatically completing this service for a customer, shops can add it into the service cost. It’s important that they are upfront and honest about the added cost with the customer, but it also provides the opportunity to educate the consumer on the process of resetting TPMS sensors. In turn, this helps pay for the tools to complete this service.
There are other reasons shops may need to tool up for TPMS as well. Contributing editor Phil Sasso provides insights on TPMS tools and technology in this month’s Sales Q&A column (page 38).
Speaking of new technologies, I was excited to meet with our distributor featured in this month’s Show Me Your Truck section (page 20). Mac Tools distributor Dana Bourne has taken technology usage on the tool truck to a new level - instead of a laptop, he uses a tablet to conduct business on his truck, making it easy for him to carry the tablet into shops. He uses Bluetooth to connect his tablet to a portable receipt printer, allowing him to take payments right in the shop. Bourne says this method has helped him and his customers work more efficiently.
While technology in our business continually evolves, there are some things that never change. There’s something to be said about sticking to the playbook when it comes to sales and service. This month’s cover story subject, Cornwell Tools dealer Rick Heuther, has been selling tools for quite some time (page 10). To do this, he has adopted tried and true customer service and sales strategies many successful distributors employ on a daily basis.
As you continue to adopt and adapt to new technologies in the tool selling business, there’s a balance between what you’ve learned and tested already, and implementing new methods to help improve your business. Here’s to a new year, and finding the balance of old and new.
