A Different Approach To Selling Shocks And Struts

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Counterman has been serving auto parts jobbers, retailers and distributors since 1983.
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VIDEO: A Different Approach To Selling Shocks And Struts

Ride control is one of the few categories where the customer can actually feel the difference when you’ve sold them the correct product for their vehicle.

Counterman Staff
By Counterman Staff
Published:

There’s nothing like that new-car smell. But there’s also nothing like the way a new car, truck or SUV feels when you drive it off the lot. 

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We’re talking about the ride characteristics and the control and handling of a new vehicle.

If you’ve been relying on the good-better-best sales model when you’re recommending replacement shocks and struts, or if you’ve been focusing on product features and benefits, we’re going to give you a different way to approach how you can sell this category.

This video is sponsored by The Pronto Network.    

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You just sold a shop a remanufactured transmission, and now they are saying it's not working. After installing it in the vehicle, what questions should you ask before they remove the transmission for a return? Simple. Did you program the transmission control module? Most remanufactured transmissions do not come. This is because the remanufacturer does not know the vehicle the transmission is going into. Most transmissions require that the control module is programmed on the vehicle. Some shops may not realize they need to perform this critical last step. A modern transmission is connected to multiple modules on the vehicle. It communicates with the engine and the a BS on the high speed network. The protocols or language of the network uses OEM and vehicle specific data like the VIN and vehicle configuration for options. This data or firmware is written specifically for the vehicle by the OEM. Another task programming the transmission does is clearing existing adaptations for the old transmission.

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