To Make the Sale, You Have to Know the Products
Each April, Counterman presents the annual Technical Sales Seminars. This year’s seminar series provides the technical details on 22 essential product categories.
Cooling Off
They just don’t make those air conditioning systems like they used to – they make them better and more complicated. Technical Editor Larry Carley discusses the detailed characteristics of today’s climate-control systems.
When Are Technicians Willing to Train?
Technicians won’t attend training during the day (they’re working). They won’t attend training at night either (they’re tired). So when will technicians attend training?
Special Report: Data Warehouse
Running a business requires more than just an Excel spreadsheet. Aftermarket Auto Parts Alliance has discovered a way to bring the power of the group to the business of benchmarking.
Special Report: Data Warehouse
Running a business requires more than just an Excel spreadsheet. Aftermarket Auto Parts Alliance has discovered a way to bring the power of the group to the business of benchmarking.
Scouting the Territory
The competition is getting intense in the wholesale auto parts world. The outside salesperson is the one who needs to blaze a trail towards the dealer to discover new opportunities.
Brake Friction Materials
There is no such thing as a perfect single formula when it comes to brakes. But in order to steer your customers in the right direction, your recommendations should fit your customer’s concerns perfectly.
Selling Loaded Callipers
Loaded calipers provide a variety of benefits when doing brake jobs on customers’ vehicles. Most brake suppliers have a loaded caliper program today so availability is seldom an issue. If price becomes a hurdle, that’s when it’s time to inform your customers of the features and benefits of loaded calipers. One of the advantages for
Ignition Blast Off
In order to provide the right assistance, you need to know the basics. The knowledge can be beneficial to you, and most importantly, your customer base.
So Many Brake Pads, So Little Time
In today’s market, friction materials are designed to accommodate the most specific need. An informed counterperson should be able to recommend the right pad for the right customer.
Ride Control Chassis: Profitable Parts
Long life is just one of the reasons chassis parts dont move very fast. The other reason is that many customers dont know when chassis parts should be replaced.
Which do Techs Want More: Name Brand or Price?
Of course your professional accounts want top quality. But they also want a low price. All things being equal, which will they choose?