december2021 - 52

COVER STORY
important to have a couple of different
sizes displayed on the truck so customers
know that you carry them.
But the best sales tip is to ensure you
understand what your customer will be
using the torque products for and getting
them the right tool to suit their
needs. For example, torque wrenches
come in a variety of different sizes.
Your customer might need a 250 ft-lbs
wrench because they are doing a lot of
tire, wheel, and suspension or a 100 ftlbs
because they're doing tension work
or transmission.
When a new product comes in, it
never hurts to mention it to the customers
on your route, says Pond.
" If you happen to mention, 'Hey, we
have this new torque wrench' and the
guy was maybe thinking he has one he
needs to replace or he wants another one
because the shop is getting busy. "
Another sales tip is to focus on selling
products that can be serviced easily,
which is not likely the case for many
import brands, says Pond.
" There may not be reliable parts
availability, or in some cases the thirdparty
repair houses may not want to
work on it because they just don't want
to have to deal with having a repair warranty
with a wrench that's coming from
God knows where offshore, " he says.
How successful a mobile dealer is in
selling torque products is driven by both
the kind of work the customer is doing
and how important they view proper
torque values in creating an accurate
repair job.
" Some guys really see how important
it is and they adhere to it 100 percent
and they have one torque wrench
to cover all the different ranges of the
type of work they do, " says Pond. " But
some guys will say its really important
for me to torque if I'm doing engine
work, but they don't worry about it too
much if they're putting tires on. "
PRODUCTS TO STOCK
Lisle Corporation
Stubby Torque Stick
Set II, No. 12210
Ingersoll Rand
QX Series Cordless
Torque Multiplier
No matter what he's selling - torque
related or not - Sledge says attitude is
the key to his success.
" It doesn't matter if you had a bad
day at the last stop, you have to turn a
smiley face on at the next stop. Everyone
who sees you has to know you're having
the best day ever, " he says. " I am very
energetic on the route and constantly
showing them something new. "
He also makes a point to call his
customers by name and have a personal
relationship with all of them. At the end
of the day, he is selling a service to them
that they can't get from online retailers.
" Yeah you're getting it for $7 cheaper
online but you're not getting the service
I'm providing to you. I know your name,
you break your tool, you give it to me, I
take care of it, I'll send it off, " he says.
" I do have competition from the internet,
they do sell the same stuff, but guys
say they would rather buy it from me
because they like me. "
Martin Sprocket & Gear
Click-type Micrometer
Adjustable Torque Wrenches
Ascot Supply
Split Beam
Torque Wrench
52 Professional Distributor I December 2021 I VehicleServicePros.com
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december2021

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