december2021 - 51

take the amount of force putting into
it and multiply that force to a certain
amount coming out. For example, if you
have a torque wrench at 500 ft-lbs and
take a torque multiplier with a 4:1 ratio,
you will get 2,000 ft-lbs out.
" It really comes into play in places
where the amount of torque you need to
apply really exceeds what you can get in
a torque wrench, " says Pond.
SELLING TORQUE PRODUCTS
If someone has a question about a torque
wrench, the first thing Sledge does is
rip it right out of the box. He takes it
out, shows the customer the quality and
comments on its craftsmanship.
" When you give that to the customer,
they automatically see value in
the physical aspect of it, " he explains.
" And ours [GEARWRENCH's] has nice
colors on it; the buttons are really,
really nice. "
Putting the wrench in the customer's
hands helps make the sale, rather than
just giving them the box.
" It's a psychological thing. Generally,
if someone is interested in something
and you put it in their hands
and let them hold on to it and don't
take it back until they are forced to
give it back to you, they automatically
get a sense of ownership of 'I already
have this in my hand, this is mine, and
I'm going to put it on my account,' "
Sledge says.
He also has a torque indicator
mounted on the wall of his tool truck,
so he can check a torque wrench right
there on the truck.
" It also gives you the chance to show
it off, so if you want to set your torque
wrench tool to a lower torque, it shows
them what a digital torque wrench does,
how it peaks and vibrates. It's all about
demonstration, " says Sledge.
Another tip is to have both torque
testers and the torque wrenches in stock
on the truck and displayed side by side,
says Morris.
" Have it right there front and center, "
he says. " Then you're soft selling two different
elements: you're soft selling the
torque measurement aspect and whatever
tool you're demoing. If they are only
interested in that tool but you also use the
torque tester, they might ask questions
about that, or if they are there to learn
about the torque tester, vice versa, they
see the tool you're using on and see how
it's performing and ask about that as well. "
Torque wrenches are not often an
impulse buy, says Pond, but it's still
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Professional Distributor I December 2021 I VehicleServicePros.com 51
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december2021

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