march2023 - 20

COVER STORY
PRODUCTS TO STOCK
KNIPEX Tools
GEARWRENCH
Modular Tool Sets
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e-inquiry " on VehicleServicePros.com
TwinGrip Slip Joint Pliers
For more information, click on " PD
e-inquiry " on VehicleServicePros.com
" If something allows a technician to
turn a 30 minute job into a 15 minute
job, and they do that job often, then it's
obviously a good investment on their
part to be able to complete jobs faster. "
SELLING TIPS
When it comes to making the sale,
price will obviously play a factor. However,
it's important to note that when
it comes to hand tools, quality should
be at the forefront.
" For technicians who use their tools
ten to 12 hours a day, they want a tool
that's not going to break, chip, or fail, "
SK Tools Sanford says. " To me, it's all
about a quality tool. "
" It's not worth buying things twice, "
Lisle Corporation
1-1/2 " Stainless Straight
and Offset Blade Scrapers
For more information, click on " PD
e-inquiry " on VehicleServicePros.com
wrenches, Cal-Van Tools' Vice President
of Sales and Marketing, Matt Kenny says.
SK Tools' Sanford would also add
extensions, various pliers (such as solid
joint, tongue and groove, and retaining
ring pliers), pry bars, scrapers, a
torque wrench, punches and chisels,
and hex keys.
" For a new technician, there are
a lot of good starter sets out there, "
Sanford says.
However, with many to choose from,
Sanford advises when looking to buy
a starter set, they should build their
practice strategically. For example, a
143-pc set may be more effective than
an 850-pc set.
The 850-pc set may sound exciting
and all-encompassing but might
not make financial sense for a young
technician to take on right away.
" That 143-pc set is just as effective
for a beginning technician, " Sanford
says. " They then can add as they are
OEMTOOLS
5-pc Hose Removal Set
For more information, click on " PD
e-inquiry " on VehicleServicePros.com
Cal-Van's Kenny adds. " Quality is
important, especially if they want this
to be their profession. "
The same holds true for specialty
tools, even if technicians only use the
tool on a few occasions.
" Where people stray is if it's for one
financially able. But if they are not
careful, they can rack up thousands
of dollars in debt and be paying on
that for years. "
UPGRADING SEASONED TECHS
When it comes to his more seasoned
customers, Stinson notes that many
of them often warranty out what they
already have, but that's not to say that
upgrading their hand and specialty tools
from time to time is uncommon.
" A lot of them already have what
they need, but that's when the new stuff
comes into play, " he notes. " They're
always looking for new and improved
ways of doing things. So, if you can
provide them with a new and quicker
way, they're going to buy. "
Since tools are constantly evolving,
it makes sense for a professional technician
to always be aware of tools that
will enable them to be more effective,
Cal-Van Tools' Kenny says.
20 Professional Distributor I March 2023 I VehicleServicePros.com
use, " Sanford says. " It's easier to become
more price driven, [however] quality still
holds. Quality is still the number one
consideration. You still want it to do the
right job. "
Keeping your truck well stocked
with hand and specialty tools and
putting the tools in your customers'
hands are key to making the sale.
" People like to touch and feel before
they buy and if you have it readily available
now, you're more likely to close the
sale, " Titan Tools' Hendricks says.
" Mobile tool distributors have a
key role, " SK Tools' Sanford adds. By
visiting shops on a regular basis, they
can put the tools in the technician's
hand to get a feel for how it works,
he notes. " I think that's the key when
selling hand tools. "
Our experts also recommend that
dealers demo the tools.
" Demo, demo, demo, " Cal-Van's
Kenny stresses. " Show people what the
tool does. "
http://prodistributor.hotims.com/r5/search.asp?action=search&return_by_category=y http://prodistributor.hotims.com/r5/search.asp?action=search&return_by_category=y http://prodistributor.hotims.com/r5/search.asp?action=search&return_by_category=y http://prodistributor.hotims.com/r5/search.asp?action=search&return_by_category=y http://prodistributor.hotims.com/r5/search.asp?action=search&return_by_category=y http://www.VehicleServicePros.com

march2023

Table of Contents for the Digital Edition of march2023

Editor's Note: Attitude of Gratitude
Sneak Peek
Most Wanted
Cover Story: Getting a grip on hand and specialty tools sales
In Focus
Diagnostic Tech: Tesla service and repair
Show Me Your Truck: A new lease on life
Go Sell Something: Selling Against Number One
Driving Sales - Power and Air Tools
Tales from the Road: Taking care of business
march2023 - 1
march2023 - 2
march2023 - 3
march2023 - Editor's Note: Attitude of Gratitude
march2023 - 5
march2023 - Sneak Peek
march2023 - 7
march2023 - 8
march2023 - 9
march2023 - 10
march2023 - 11
march2023 - 12
march2023 - 13
march2023 - Most Wanted
march2023 - 15
march2023 - Cover Story: Getting a grip on hand and specialty tools sales
march2023 - 17
march2023 - 18
march2023 - 19
march2023 - 20
march2023 - 21
march2023 - In Focus
march2023 - 23
march2023 - 24
march2023 - 25
march2023 - Diagnostic Tech: Tesla service and repair
march2023 - 27
march2023 - 28
march2023 - 29
march2023 - 30
march2023 - 31
march2023 - Show Me Your Truck: A new lease on life
march2023 - 33
march2023 - Go Sell Something: Selling Against Number One
march2023 - 35
march2023 - Driving Sales - Power and Air Tools
march2023 - 37
march2023 - 38
march2023 - 39
march2023 - 40
march2023 - 41
march2023 - Tales from the Road: Taking care of business
march2023 - 43
march2023 - 44
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https://www.nxtbook.com/endeavor/professionaldistributor/february2021
https://www.nxtbook.com/endeavor/professionaldistributor/Diagnostic_Process_December_2020
https://www.nxtbook.com/endeavor/professionaldistributor/Professional_Distributor_December_2020
https://www.nxtbook.com/endeavor/professionaldistributor/october2020
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