PRODUCT TRAINING
Photo courtesy of S.U.R.&R.
Professional Distributor I December 2018 I VehicleServicePros.com 29
available angle, and therefore becoming
more exposed to the elements in
the process.
Other causes of damaged lines,
according to AirSept President Aaron
Becker, include:
• Metal line “wear-through” leaks due
to friction caused by vibration at
contact points, such as line clamps,
frame rail mounts, and firewall
entry/exit points
• Debris strikes on metal/rubber lines
(e.g., rocks or gravel thrown from the
road)
• Failure at bend points
• Leaks due to cross threaded joints
AirSept is a manufacturer of line
repair solutions.
Gauge interest and need
The first step in selling line repair tools
is gauging the needs of the customer.
Knowing the type of line repairs a shop
does, and how often they do it, can help
justify the need to stock products that
will help technicians on the job.
And if a shop doesn’t perform line
repair work at all, that doesn’t mean the
end of the line (pun intended). See this
as an opportunity to “sell” the idea of
adding a service and then provide them
with the means to follow through.
“Spreading the word to customers
about a new service and profit opportunity
is essential to success,” AirSept’s
Becker says. “In many cases, providing
line repair options to your customers
will be a ‘first to market’ advantage.”
Stewart of S.U.R.&R. says line
repair services can be an easy expansion
opportunity for shops previously
oriented in tire, muffler or quicklube
services.
“In the overall world of repair, line
repair is a relatively ‘low tech’ repair, as
compared to higher tech repairs where
you would need to use high-cost scan
tools, or perform a repair requiring an
advanced skill level,” Stewart says.
Stewart credits the ease of service
to the introduction of innovative tooling
and material improvements in the past
10 years or so.
“Shops can grow their business
and do this type of work very easily and
affordably, and very competitively in the
market,” Stewart says. “So this gives distributors
a chance to do some things for
their customers that maybe otherwise
they couldn’t or wouldn’t. And it gives
the vehicle owner a lot more options.”
Questions to ask:
• Do you currently offer line repair or
line building services?
• If so, what systems do you service?
• If not, are you interested in offering
an easy and profitable new service?
• Do you most often repair or replace
damaged lines in your shop?
• What material of lines do you
work with?
• What tooling do you currently use
for line repair?
• Do you have any line repair kits?
How often do you use them?
Tech versus shop owner
Line repair presents an opportunity for
a distributor to expand their reach and
sell to both technicians and shop owners.
Technicians for example will likely buy
tooling, while shop owners would opt to
purchase the line repair kits.
“Technicians generally purchase
the splice kit needed to repair the
vehicle they are working on now, while
shop owners can opt to buy line repair
assortments that provide flexibility
and access to components needed for
multiple system applications,” explains
AirSept’s Becker.
Because many and most transactions
in a mobile tool distribution business are
with shop technicians, line repair offers
an option that benefits the entire company
and allows distributors to begin
a relationship with the shop owner,
S.U.R.&R’s Stewart explains.
In some cases, dealing with shop
owners can also have its upside when
it comes to collections.
“Generally speaking, with a shop,
the receivable is paid quicker than if it
were done with a technician,” Stewart
says. “Normally the kit is paid for in full
... while tools are financed.”
Whether selling tooling to veteran
technicians who can fabricate a fluid
line behind their back, or selling the idea
of line repair to a shop looking to expand
their services, this tool category offers
endless possibilities for a distributor's
customer base.
Line repair presents an opportunity for a distributor to expand their reach
and sell to both technicians and shop owners.
For examples of products
to stock, and a list of
video demos, visit:
VehicleServicePros.com
/21029212
/VehicleServicePros.com
/21029212