The February distributor shows get busier every year. Throughout the show floors at the Matco Tools and Mac Tools events, distributors shuttled between training sessions and the trade show floor, oftentimes stopping to call their customers about new tools they were finding to make technicians more efficient. Distributors found tools to save technicians time in just about every tool and equipment category.
Those distributors who came to the shows prepared – having found out what their customers were looking for prior to the shows – gained the greatest benefit from the shows. In addition to finding new solutions at the shows, distributors who knew specifically what their customers were looking for could make faster buying decisions, thereby making the best use of the shows.
Distributors must know tool features
The innovation taking place in tools and equipment today challenges distributors to get a better understanding of customer needs. With more features being introduced, distributors need to understand what specific features their customers are most interested in. One size does not fit all, so distributors have to know what features bring the best value.
During some of the educational sessions, presenters made an important point about today’s new tools and equipment: Don’t assume you already know what the customer wants or what they are willing to pay for what they want. Today’s distributor needs to find out specifically what’s on their customers’ minds.
Technicians working on vehicles with the new R-1234yf refrigerant, for instance, will have need for a Uview injection gun with a coupler for servicing the new refrigerant.
Shops performing flushes for standard vehicles and hybrids using the R-134a refrigerant will need the RRR machine from Matco Tools that eliminates the risk of residual oils from standard 134a vehicles into a hybrid 134a system.
Shops that service a lot of Hondas will have use for a new Mac Tools oil funnel with baffles close enough to the fill hole that it won’t topple over when replacing the oil. The funnel is threaded to screw onto the oil valve cover, allowing it to stay in place without leaking as the oil gets replaced.
Body shops working on cars with aluminum panels will need Dent Fix’s Aluspot Aluminum Repair Station specifically designed for aluminum body work.
Diagnostics proliferate
Diagnostic tools represent one of the most exciting areas, thanks to the proliferation of new offerings. New features include Android-based systems, more links to repair information services, more Euro OE information, ready access to Internet search engines, to name a few. Speakers at the diagnostic educational sessions noted that distributors need to know what diagnostic tools their customers are already using, what they do and don’t like about them, and when they were last updated.
While diagnostic tools represent one of the greatest growth opportunities, other tool categories give distributors new opportunities as well.
Innovations are taking place in tool storage systems, cordless power tools, underhood lighting, brake bleeding, jump starters, air tools, hardlines, tire and wheel service, lifts and jacks, truck design, mobile air conditioning, and noise and vibration detection systems.
Because of all the innovation taking place, industry trade shows are more important than ever to distributors’ success. No other type of event allows a distributor to catch such a broad glimpse of all the new products being introduced or to make contact with people who can provide them the information they need about tools and equipment.
These are exciting times to be in the tool distribution business. Be sure to stay up to date on the latest tool technologies year round by visiting vehicleservicepros.com.
Professional Distributor strives to keep distributors informed about the best sales and management techniques in addition to all of the products coming on the market. Let us know how we are doing at: [email protected].
