Professional Distributor - 10

COVER STORY
A/C machine for R-134a, while their
AC1234-9 is the connected A/C machine
for R-1234yf.
Many new A/C machines are Wi-Fi
and Bluetooth capable and include a
speaker so technicians can watch and
listen to training videos to help them
better understand their new machine
and service procedures.
"We're at a tipping point where
these vehicles that they've been producing with yf in the factory are starting to come out of warranty, and you'll
see these cars in more independent and
secondary shops ... and body shops as
they get into A/C," says Kinkade. That's
good to know for mobile tool distributors. "These machines have progressed
from what was built 10 or 15 years ago.
They were much faster without SAE
requirements, but then you've got to
remember maintenance was not as easy."
As a mobile dealer, it's important to
know some of these distinctions, as even
a seemingly small feature can give you
the competitive edge.
"You may have a product with exclusive features; make sure you are talking
about those to separate yourself from
the competition," says Cornwell's Hyde.

SELLING A/C FROM THE TRUCK
Alex Indeck is a Cornwell Tools dealer
with a route located just south of Boston.
Next April will be Indeck's fourth year
with the franchise. He stops everywhere
from autobody shops to custom hot rod
shops, transmission repair, dealerships,
and smaller, independent repair places.
At 26 years old, Indeck is quickly
establishing himself as a powerhouse in
sales; he is currently number one in sales
company-wide. A part of that success
includes keeping his customers stocked
with the A/C tools and equipment
they need.
"Believe it or not, I usually ... pick
up one or two A/C machines before
summer and I try to keep them in
stock," Indeck says. "Towards the end

of summer, I don't usually have one."
He goes on to say most of the
time A/C machines aren't a plannedfor purchase.
"Ninety-nine percent of the time,
unless shops have money to splurge, you
get the call asking, 'What do you have for
an A/C machine? Mine just broke, and I
have a line of cars outside, '" he explains.
A lot of his A/C machines go to
mom-and-pop garages, custom shops,
truck body companies, autobody
companies doing collision work, and
diesel shops. Indeck also keeps a few
small, standalone carry units for onthe-road service work for machines
and equipment.
"I try to push that stuff whenever I
can, even when I'm just walking through
a shop and I happen to see an older
machine," he says.
Indeck says many of his customers
have questions on the A/C equipment
needed to service today's vehicles, so he
tries to help them navigate the changes
when he can.
"It depends on where you are," Indeck says. "Some shops are certified and

10 Professional Distributor I February 2020 I VehicleServicePros.com

Cornwell Tools dealer Alex Indeck says he sells a
lot of A/C tooling on his Boston area route.

more knowledgeable [than others]."
He says oftentimes the small, independent places, or quick lubes, just want
to know the simplest and easiest way to
get it done. Cost is also a concern.
"A lot of my smaller shops are worried about the cost associated with
R-1234yf, just because of how pricy
it is," Indeck says. "It's very expensive
compared with R-134a, and it will mean
a big price difference where you get your
car serviced - maybe $200 for R-134a
[service] versus $700 for a R-1234yf service at an independent [repair place]. It's
an extreme jump, and I think that jump
is definitely going to scare some people."

BEYOND RRR
Mobile dealers would do well to consider additional A/C service items they
can easily stock on the truck. Think: oil
and dye injectors, valve core removers
and installers, manifold gauge sets (compatible with both R-134a and R-1234yf
refrigerants), and leak detectors

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Professional Distributor

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