THIS IS AN ADVERTORIAL Traditional Distribution Forges Ahead Counter professionals wield enormous influence in parts sales. SOURCING PARTS: A technician's work is only as good as the parts at their disposal. That's why having a relationship with a dependable distributor is so essential. While fast delivery is crucial, most technicians today put a premium on parts professionals they can trust. When asked their primary source for parts, 46% of the technicians surveyed indicated that they make their first call to a Jobber. 24.7% Warehouse Distributor Today's drivers are becoming increasingly reliant upon independent repair facilities for their vehicle maintenance and repair needs. For this reason, technicians and shop owners are playing an even bigger role in the parts being sourced throughout the country. Babcox Media surveys hundreds of repair shops and technicians annually to determine where, how and why they source the specific automotive parts and products they do. The results are overwhelmingly positive for the traditional auto care distribution segment. T he vast majority of technicians and repair facilities we survey every year shows an overwhelming number rely on traditional distribution to acquire the parts they need to keep vehicles moving through the bays. In the majority of cases, we also find that the technician specifies no brand when ordering parts. That's where the counter professional shines and where manufacturers can seize upon this influence the counter professional wields. A parts pro truly is the advocate for a brand. While the decision to place a particular line of parts on the shelf may have been made at another juncture, that doesn't guarantee a certain brand of part gets off the shelf. That's where the counter professional comes in. It's imperative that auto parts manufacturers engage this highly influential population of the auto care industry. 10.5% Other 9.6% Retailer 6.7% Direct from Manufacturer 46 Jobber % 2.4% Online Only Supplier (Source: 2017 PARTS Study) BRAND LOYALTY: The right part can mean the difference between a satisfied customer and a comeback. It should come as no surprise then that the vast majority of repair professionals say they source parts based on brands they know and have confidence in. 51% of the technicians surveyed indicated they frequently specify a particular brand when sourcing replacement parts. 14% Sometimes 51% Frequently 4% Never 1% Rarely 30% Always (Source: 2017 TechGroup Profile) 26 AUTO CARE INSIDER | VOL. 110http://www.babcox.com/?utm_source=autocareassociation&utm_medium=insidermagazine