When it comes to selling tools and equipment, one of your most valuable assets is your relationship with the shop owners who already buy auto parts and accessories from you.
As you talk to your commercial customers about their tool and equipment needs, you might want to focus on common, everyday shop goods. Hose reels, service jacks and A/C recycle/recovery machines are a few top sellers that many shops need. Another one is personal protective equipment –things like disposable gloves and safety goggles.
Another popular item is the diagnostic scan tool. As you talk to shop owners, ask them what kind of scan tool they currently use, and if they ever have to outsource repair work because their in-house tool doesn’t meet the specs for that particular job. Also, don’t forget your collision repair customers! As more OEMs require pre- and post-repair diagnostic scans, body shops are going to need a scan tool to get the job done right.
Some other diagnostic devices that your commercial customers might need include battery testers, chassis ears, TPMS tools and video scopes. And if they’re not ready to invest in a scan tool, you can work with your tool and equipment distributor to sell them software updates for their existing devices.
By partnering with your existing customers and finding out what their needs are, you’ll find that there are a lot of opportunities to grow your tool and equipment business.
