Tenneco Inc. has introduced a business training, vehicle inspection and customer communication program – the Monroe 4 MORE program – to help automotive parts jobbers and service shops increase sales and profitability in the replacement ride control category.

The Monroe 4 MORE program can help customers identify and capture at least four additional ride control sales opportunities each week through increased technical training and the implementation of formal inspection and service recommendation guidelines. Piloted in Canada, the program has enabled dozens of participating businesses to achieve double-digit increases in ride control unit sales and significantly improved margins.

“Industry research has shown that a large percentage of vehicles go to their graves with their original ride control units, yet we know that shocks and struts can measurably degrade after 50,000 miles of service,” said T.J. Fontana, manager of training and operations, North American Aftermarket, Tenneco. “The Monroe 4 MORE program closes the training, inspection and communication gap that has allowed millions of ride control service opportunities to go unaddressed each year.”

The centerpiece of the Monroe 4 MORE program is a business meeting in which each participating jobber and service dealer develops a ride control sales improvement model based on increased employee training, formal inspection guidelines and improved selling skills. In addition to increasing unit sales, the program is designed to help participating businesses dramatically improve their mix of premium versus standard shock and strut installations, which leads to increased profitability.