Professional Distributor - 12

COVER STORY
compatible with new R-1234yf systems.
UV lights also continue to evolve as they
target UV wavelengths that react better with fluorescent dyes, making them
brighter and better at pinpointing leaks.
"In yf and yf service, you do a 15
percent pre-charge prior to charging the
vehicle, and then the units will ask you
to do things like leak-checking and put
a sniffer in the vent to check for leaks
in the evaporator and things like this ...
[steps] that weren't dictated by R-134yf
standards," Kinkade says.
These steps, which prolong the
length of service, are among the biggest
complaints with the new refrigerant.
But each step is dictated by SAE standards, and the tools to complete them are
available. Today's tools are more accurate
than ever, and with R-1234yf, technicians will want to recover as much as
they can.
Indeck says he sells quite a few leak
detectors - especially on the equipment
side - and particularly to those working with extremely long line sets (for
example, on a CAT excavator).
"You could be searching for a leak
inside the cab and the coil and the rest
of the A/C lines could be 10, 15 feet away
in the back of the machine," he says. "So,

Are your customers
609 certified?
The Mobile Air Conditioning
Society (MACS) features a Section
609 training video on its website to
help technicians gain knowledge
to become Section 609 certified to
service vehicles using R-12, R-134a,
and R-1234yf refrigerant. Federal
law requires all technicians who
wish to purchase refrigerant in
quantities of two pounds or more
be Section 609 certified and show
their credentials at purchase.

I've been selling a lot of leak detectors;
all of them work well, and I don't have
any complaints. A lot of it comes down to
preference: some are pistol grips, straight,
digital .... and some [technicians] prefer to
stay away from the digital stuff."
Robinair's Wagaman agrees today's
leak detectors have gotten better over
the years and can more accurately detect
R-134a and R-1234yf.
"Older leak detectors may not detect
R-1234yf at all, requiring shops to
upgrade their equipment," he says.
Mobile dealers can try to sell ancillary A/C products with the machine,
keep them stocked on the truck in a
dedicated section, or do both.

LEARN IT, TELL IT,
THEN SELL IT
When navigating an A/C sale, it's
important to ask lots of questions.
Try to understand a customer's needs.
Is the shop turning away R-1234yf
vehicle service? How many vehicles
per week are they servicing and what is
their protocol?
"We're seeing more vehicles each
year using R-1234yf refrigerant as
manufactures revamp their lineups, but
R-134a will be around for many years,"
Robinair's Wagaman says.
In the next couple years, he says,
shops will need to invest in several new
pieces of equipment to service R-1234yf
vehicles. This may include a machine
meeting SAE J2843 standards, a leak
detector that meets SAE J2913 and J2791
standards, a syringe-type oil injector
(maybe two, if they see high-voltage
and standard 12V compressors), and -
optionally - a tracer gas leak detector if
a technician wishes to use one.
As a Cornwell Tools dealer, Indeck
says it's important to be able to tell customers what they need to know. To do
this, he relies on good sources to help
him out with his own questions. Then,
he makes sure to have the tools to show
customers when they need it. A good

12 Professional Distributor I February 2020 I VehicleServicePros.com

place to start is talking with manufacturers and attending training at mobile
shows or watching manufacturers' videos that highlight what's new.
"There are a million different ways
to be a salesman," Indeck says. "I am
always bringing new stuff [into the
shop]. I bring the stuff they need. The
important thing, [whatever you're selling], is to have it in stock, have information ready to show customers, and
just be knowledgeable about what you're
showing the customer."
Don't stop at tote-and-promote
tools; consider putting an A/C machine
on the truck ... just make sure it's secured
and protected from bumps in the road.
MAHLE's Kinkade recommends having a good scale that's shock-protected
- especially if there's refrigerant in the
tank - and then placing the unit on a
foam pad on the floor to absorb shock.
"There are areas [on the truck] where
you can fit a unit for demonstration.
Having a unit with you is a nice way
for people to take a look and experience
it," Kinkade says. "That goes a long way.
Not everybody's an A/C expert, and you
have a different range of technicians and
technician understanding."
He says it's also important to organize local training events, as these can
naturally lead to sales.
When setting up for the sale, don't
forget to consider timing. The best time
to put an A/C machine on the truck is
before the season starts.
A/C service is a very profitable business for most shops - especially in hotter
months. Cornwell's Hyde recommends
mobile dealers start the conversation in
the spring when summer is approaching.
"Shops should be well-versed in
the new refrigerant by now and know
that both R-1234yf and R-134a will be
a large part of their A/C business for
many years to come," he says. "Making the investment in R-1234yf service
tools and equipment will no doubt
pay off."


http://www.VehicleServicePros.com

Professional Distributor

Table of Contents for the Digital Edition of Professional Distributor

On the Road to Cool Profits
Show Me Your Truck
In Focus Products
Driving Sales
Editor's Note: 2020 and Beyond
Most Wanted
Sneak Peek
Go Sell Something: Make the Most of This Year's Trade Show Season
Diagnostic Tech: Calibrating Forward-facing Radar Sensors
Tales From the Road: Bundle, Tote and Grow
Hand & Specialty Tools Supplement
Specialty Hand Tools: The Problem Solvers
Time to Multitask
Get a Hold on Hand Tool Safety
Electric Vehicle Tool Set
Tool Reviews
Products
M Eagles Tool Warehouse insert
Professional Distributor - 1
Professional Distributor - 2
Professional Distributor - 3
Professional Distributor - Editor's Note: 2020 and Beyond
Professional Distributor - 5
Professional Distributor - On the Road to Cool Profits
Professional Distributor - 7
Professional Distributor - 8
Professional Distributor - 9
Professional Distributor - 10
Professional Distributor - 11
Professional Distributor - 12
Professional Distributor - 13
Professional Distributor - Show Me Your Truck
Professional Distributor - 15
Professional Distributor - Most Wanted
Professional Distributor - 17
Professional Distributor - Sneak Peek
Professional Distributor - 19
Professional Distributor - 20
Professional Distributor - 21
Professional Distributor - 22
Professional Distributor - 23
Professional Distributor - 24
Professional Distributor - 25
Professional Distributor - 26
Professional Distributor - 27
Professional Distributor - 28
Professional Distributor - 29
Professional Distributor - 30
Professional Distributor - 31
Professional Distributor - Go Sell Something: Make the Most of This Year's Trade Show Season
Professional Distributor - 33
Professional Distributor - In Focus Products
Professional Distributor - 35
Professional Distributor - 36
Professional Distributor - 37
Professional Distributor - Diagnostic Tech: Calibrating Forward-facing Radar Sensors
Professional Distributor - 39
Professional Distributor - 40
Professional Distributor - 41
Professional Distributor - Driving Sales
Professional Distributor - 43
Professional Distributor - 44
Professional Distributor - 45
Professional Distributor - Tales From the Road: Bundle, Tote and Grow
Professional Distributor - 47
Professional Distributor - 48
Professional Distributor - Hand & Specialty Tools Supplement
Professional Distributor - A2
Professional Distributor - Specialty Hand Tools: The Problem Solvers
Professional Distributor - A4
Professional Distributor - Time to Multitask
Professional Distributor - A6
Professional Distributor - Get a Hold on Hand Tool Safety
Professional Distributor - A8
Professional Distributor - Electric Vehicle Tool Set
Professional Distributor - Tool Reviews
Professional Distributor - A11
Professional Distributor - A12
Professional Distributor - Products
Professional Distributor - A14
Professional Distributor - A15
Professional Distributor - A16
Professional Distributor - M Eagles Tool Warehouse insert
Professional Distributor - B2
Professional Distributor - B3
Professional Distributor - B4
Professional Distributor - B5
Professional Distributor - B6
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Professional Distributor - B8
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