Professional Distributor - 8

COVER STORY
are inside and being worked on. As a
dealer, you have to be up-to-speed and
knowledgeable on what the next level
[can be] for that shop."
Observing the shop environment is
going to help frame your sales approach
as a tool dealer. Understand what services are being completed, understand
what equipment the shop does and does
not have, understand what materials
are being worked on. From there, take
your own knowledge of what you can
offer the shop to fulfil their tooling and
equipment needs.
"If a body shop feels like they're
missing out on an opportunity to make
money, you need to be able to sell them
the equipment they need to move
up to the next level, and you need to
be aware of what that equipment is,"
Johnston says.

BODY SHOP TOOLS
AND EQUIPMENT
All tools are not created equal. When
it comes to body and collision tools
and equipment, particularly welders,
the equipment is only compatible with
select materials. Using a welder on material it is not designed to work on can
result in damage and incomplete repairs.
After evaluating the shop and determining the type of vehicles frequenting the
bays, and in turn the materials being
worked on, you can better prepare to
offer the correct, compatible equipment
to that shop.
"In the past, everything was close to
100 percent steel," says Eric Sponhaltz,
national sales and marketing manager at
H&S Autoshot, speaking to vehicle construction. "A steel car equals steel repair
procedure. Now, in the present and the
future, vehicles [are comprised of] mixed
metals. [For example] aluminum, high
strength steel, and plastics."
Sponhaltz continues by saying that
different tools and procedures need to
be utilized when dealing with certain
materials because the materials behave

differently than traditional steel does.
Developments in the tools and
equipment available today have progressed with the notion of a multimaterial environment for the body shop.
"When we started with our traditional steel stud gun ... the longer the
trigger was depressed, the hotter the
metal got or the hotter the weld got.
Well, that's fine on your old school '69
Charger. For these higher strength steel
cars and thinner metals, a traditional
stud gun may not be the right answer,
because as the user holds the trigger
down too long, they will burn a hole
through the panel," Sponhaltz explains.
Today, H&S Autoshot uses a technology
called capacitive discharge. Capacitive
discharge provides high power in low
amounts of time, preventing users from
applying too much heat to surfaces and
subsequently causing damage.
H&S Autoshot furthers their ability to provide body shops the capacity
to survive in a multi-material reality
through their combination aluminum
and steel dent pulling solutions, the
Dual Spotter, No. UNI-9700, and the
Dual Pro, No. UNI-9802. These tools
have interchangeable noses to accommodate for the material at hand. Products like the Dual Spotter and Dual Pro
provide the flexibility to work with steel
and aluminum, and can be solutions to
offer a body shop that may handle steel
work but does not yet incorporate aluminum work. Sponhaltz suggests asking
how the shop handles aluminum work,
and if it is being turned away, a dealer
can offer a solution with a product that
can do what the shop currently does,
and more.
Developments in technology have
furthered the ability to repair not just
various metals, but to better repair plastics as well. The dawn of the nitrogen
plastic welder has disrupted the replace
versus repair dilemma faced by many
body shops on a daily basis.
Kurt Lammon, president of

8 Professional Distributor I June 2020 I VehicleServicePros.com

Polyvance, explains the ability to repair
the plastics on today's vehicles through
nitrogen welders, such as Polyvance's
8000 series of nitrogen welders.
"There has been a transition to polypropylene materials for bumper covers
... airless plastic welders don't work as
well on polypropylene. The invention
of our nitrogen plastic welder, back in
2006, allows the technician to make
a stronger, faster repair on polypropylene," Lammon says. "I think you
could probably say that nitrogen plastic
welding is the established way to repair
plastic now."
As a tool dealer, offering a body
shop the equipment to complete plastic
repairs can be a catalyst for that shop's
ability to offer more services, turn
less work away, and ultimately make
more money.
"Unfortunately for the shops, the
profit margin on replacement parts is
not as high as their labor profit margins," says Lammon. "They need to
look for opportunities to sell labor, and
plastic is a great place to look for that
because plastics almost always are not
structural items. There's a lot of opportunity for plastic repair in collision
damage. The shops just need to be able
to have the right equipment and training
to take advantage of that, so they can
increase their gross profit margin overall
by doing more labor, or, billing for more
labor hours."
Although a nitrogen plastic welder
may be too large to consistently stock on
the truck, there are other plastic body
work tools and equipment that are worth
finding room for if your route entails
body shops.
Polyvance recently released the
Sensor Hole Cutting Kit, No. 6149. The
Sensor Hole Cutting Kit is designed
to cut into replacement bumpers to
establish areas for proximity sensors
that are equipped on many late-model
vehicles today.
"Some replacement bumpers are


http://www.VehicleServicePros.com

Professional Distributor

Table of Contents for the Digital Edition of Professional Distributor

Editor's Note: How will COVID-19 affect the aftermarket in the days and weeks to come?
Catering to collision repair customers
2020 PTEN Innovation Awards Nominees, Part 2
In Focus Products
Driving Sales
Sneak Peek
Most Wanted
Go Sell Something: An unhappy customer should not be a lost customer
Diagnosic Tech: Diagnostic training and education comes in many forms and can transform a technician's skill set
Tales From the Road: North Carolina-based independent distributors Chris Stone and Mike Yarter prove success can come from outside the industry
Minimal Function Diagnostic Scan Tools
OBD-II Diagnostic Scan Tools
Heavy Duty Diagnostic Scan Tools
Professional Distributor - 1
Professional Distributor - 2
Professional Distributor - 3
Professional Distributor - Editor's Note: How will COVID-19 affect the aftermarket in the days and weeks to come?
Professional Distributor - 5
Professional Distributor - Catering to collision repair customers
Professional Distributor - 7
Professional Distributor - 8
Professional Distributor - 9
Professional Distributor - 10
Professional Distributor - 11
Professional Distributor - Sneak Peek
Professional Distributor - 13
Professional Distributor - 14
Professional Distributor - 15
Professional Distributor - 16
Professional Distributor - 17
Professional Distributor - Most Wanted
Professional Distributor - 19
Professional Distributor - 2020 PTEN Innovation Awards Nominees, Part 2
Professional Distributor - 21
Professional Distributor - 22
Professional Distributor - 23
Professional Distributor - 24
Professional Distributor - 25
Professional Distributor - 26
Professional Distributor - 27
Professional Distributor - Go Sell Something: An unhappy customer should not be a lost customer
Professional Distributor - 29
Professional Distributor - In Focus Products
Professional Distributor - 31
Professional Distributor - 32
Professional Distributor - 33
Professional Distributor - Diagnosic Tech: Diagnostic training and education comes in many forms and can transform a technician's skill set
Professional Distributor - 35
Professional Distributor - 36
Professional Distributor - 37
Professional Distributor - Driving Sales
Professional Distributor - 39
Professional Distributor - 40
Professional Distributor - 41
Professional Distributor - Tales From the Road: North Carolina-based independent distributors Chris Stone and Mike Yarter prove success can come from outside the industry
Professional Distributor - 43
Professional Distributor - 44
Professional Distributor - S1
Professional Distributor - S2
Professional Distributor - S3
Professional Distributor - S4
Professional Distributor - S5
Professional Distributor - Minimal Function Diagnostic Scan Tools
Professional Distributor - S7
Professional Distributor - S8
Professional Distributor - S9
Professional Distributor - S10
Professional Distributor - S11
Professional Distributor - S12
Professional Distributor - S13
Professional Distributor - OBD-II Diagnostic Scan Tools
Professional Distributor - S15
Professional Distributor - S16
Professional Distributor - S17
Professional Distributor - S18
Professional Distributor - S19
Professional Distributor - S20
Professional Distributor - S21
Professional Distributor - S22
Professional Distributor - S23
Professional Distributor - Heavy Duty Diagnostic Scan Tools
Professional Distributor - S25
Professional Distributor - S26
Professional Distributor - S27
Professional Distributor - S28
Professional Distributor - S29
Professional Distributor - S30
Professional Distributor - S31
Professional Distributor - S32
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