Professional_Distributor_December_2020 - 10

COVER STORY
Photo from Ingersoll Rand.

one might [have needed to] arrange a
light in an awkward position to illuminate the surface where they are trying to
work, " says Hunter Golden, global product manager of industrial tools at Ingersoll Rand. " With a cordless tool you're
able to combine that into a single job. "

TIPS ON SELLING
Amelia Klenoski is a Cornwell Tools
dealer with a route located in Battle
Creek, Michigan. She has been selling
tools from a truck for just over two years,
mostly to independents and dealerships
with a few heavy duty shops along
the way.
Klenoski says most of her customers
prefer cordless tools over pneumatic and
that the only time they would even consider an air tool is for their smaller size.
Her best-selling cordless tools are

ratchets, including 1/4 " , 3/8 " , and 1/2 "
sizes, but also impact wrenches and
grease guns. Cordless ratchets are more
ideal for technicians for working inside
the vehicle without having to worry
about dragging a dirty air hose in the
vehicle, she notes.
" I [also] sell a lot of Milwaukee Tool
1/2 " impact wrenches because the torque
is just about the same, if not more, than
pneumatic impact wrenches and you
don't need an air hose, " she says. " A lot
of road guys and tow truck drivers also
like them because they are much easier. "
Having a display of demo tools on
the truck has been a tremendous selling
opportunity for Klenoski. The open display allows technicians to not only pick
up the tool, but also lets them try it out.
" Many technicians might say, 'Well
this isn't going to take a lug nut

Q&A: Understanding torque

Impact wrenches with built-in task
lights provide technicians more
convenience with one tool.

When selling cordless tools, it doesn't take long to realize what the
technician is most interested in - the power. Here is a closer look
at common questions regarding torque.

As Lauren Chell, group product manager at Mac Tools, describes it
" Anything that says loosening, breakaway, or nut-busting is going
to be done in reverse, so you're going to have a bolt or joint that
is completely fastened that you need to break loose. Anything that
would be labeled as fastening or forward torque is essentially
going to be a brand new or unfastened bolt that you need to
run down or tighten. "

Why do I see so many terms for torque ratings?

Is it true, the higher the torque the better?

A closer look at common
questions regarding torque.

From nut-busting and fastening torque to maximum and loosening
torque, there are many terms used by tool manufacturers to
describe torque ratings. With no industry standards to follow
(and no industry standard for testing), tool manufacturers can
use whichever term(s) for their own internal standards.

Not always. Too much torque can cause a lot of damage.

What's the difference between the terms?

Same with lug nuts. Hunter Golden, global product manager of
industrial tools at Ingersoll Rand, advises users to always fasten the
lug nuts and then follow up with a torque wrench. " It's important
that you don't over fasten lug nuts before you use a torque wrench
to get to your final torque because you can stretch the bolt, and fail
it, " he says. " Failing a bolt that attaches a wheel to a car is certainly
not a good thing. "

In short, the different terms evolved from two numbers:
forward and reverse torque.
Although the tool is essentially putting out the same power
regardless of operating in forward or reverse, there are still two
different torque numbers. " The reason why depends on the joint
or bolt you're working on, " says Mark Kelly, manager of product
marketing at Milwaukee Tool. When in reverse, the tool puts out
instantaneous energy, or start up energy, to unfasten the bolt.
When in forward, the tool is running the bolt down, slowly
tightening more and more, he adds.

10 Professional Distributor I December 2020 I VehicleServicePros.com

" Overtightening a bolt can be just as bad as under tightening a bolt
because it stretches the threads, " Chell says. " It can also damage
the actual material that you're trying to fasten together. There is
certainly a sweet spot between over and under tightening. "

When selecting torque, technicians should also consider the tool's
power to weight ratio, Golden adds. " More torque is typically going
to also be heavier, " he says. " You want to make sure you're making
that tradeoff in a reasonable way. "


http://www.VehicleServicePros.com

Professional_Distributor_December_2020

Table of Contents for the Digital Edition of Professional_Distributor_December_2020

Editor's Note
Driving Sales with Cordless
Show Me Your Truck
Most Wanted
Sneak Peek
Go Sell Something
In Focus Products
Diagnostic Tech
Driving Sales
Tales from the Road
Why Shops Need a Diagnostic Process
How to Establish a Step-by-Step Diangostic Process
Data from a Distance
Developing a Diagnostic Game Plan
Tips for Maximizing Scan Tool Use
Beyond the Repair
Diagnostic Products
Professional_Distributor_December_2020 - 1
Professional_Distributor_December_2020 - 2
Professional_Distributor_December_2020 - 3
Professional_Distributor_December_2020 - Editor's Note
Professional_Distributor_December_2020 - 5
Professional_Distributor_December_2020 - Driving Sales with Cordless
Professional_Distributor_December_2020 - 7
Professional_Distributor_December_2020 - 8
Professional_Distributor_December_2020 - 9
Professional_Distributor_December_2020 - 10
Professional_Distributor_December_2020 - 11
Professional_Distributor_December_2020 - 12
Professional_Distributor_December_2020 - 13
Professional_Distributor_December_2020 - Show Me Your Truck
Professional_Distributor_December_2020 - 15
Professional_Distributor_December_2020 - Most Wanted
Professional_Distributor_December_2020 - 17
Professional_Distributor_December_2020 - Sneak Peek
Professional_Distributor_December_2020 - 19
Professional_Distributor_December_2020 - 20
Professional_Distributor_December_2020 - 21
Professional_Distributor_December_2020 - 22
Professional_Distributor_December_2020 - 23
Professional_Distributor_December_2020 - Go Sell Something
Professional_Distributor_December_2020 - 25
Professional_Distributor_December_2020 - In Focus Products
Professional_Distributor_December_2020 - 27
Professional_Distributor_December_2020 - 28
Professional_Distributor_December_2020 - 29
Professional_Distributor_December_2020 - Diagnostic Tech
Professional_Distributor_December_2020 - 31
Professional_Distributor_December_2020 - 32
Professional_Distributor_December_2020 - 33
Professional_Distributor_December_2020 - Driving Sales
Professional_Distributor_December_2020 - 35
Professional_Distributor_December_2020 - 36
Professional_Distributor_December_2020 - 37
Professional_Distributor_December_2020 - Tales from the Road
Professional_Distributor_December_2020 - 39
Professional_Distributor_December_2020 - 40
Professional_Distributor_December_2020 - 41
Professional_Distributor_December_2020 - 42
Professional_Distributor_December_2020 - 43
Professional_Distributor_December_2020 - Why Shops Need a Diagnostic Process
Professional_Distributor_December_2020 - 45
Professional_Distributor_December_2020 - How to Establish a Step-by-Step Diangostic Process
Professional_Distributor_December_2020 - 47
Professional_Distributor_December_2020 - Data from a Distance
Professional_Distributor_December_2020 - 49
Professional_Distributor_December_2020 - 50
Professional_Distributor_December_2020 - 51
Professional_Distributor_December_2020 - Developing a Diagnostic Game Plan
Professional_Distributor_December_2020 - 53
Professional_Distributor_December_2020 - 54
Professional_Distributor_December_2020 - Tips for Maximizing Scan Tool Use
Professional_Distributor_December_2020 - 56
Professional_Distributor_December_2020 - 57
Professional_Distributor_December_2020 - Beyond the Repair
Professional_Distributor_December_2020 - 59
Professional_Distributor_December_2020 - Diagnostic Products
Professional_Distributor_December_2020 - 61
Professional_Distributor_December_2020 - 62
Professional_Distributor_December_2020 - 63
Professional_Distributor_December_2020 - 64
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