PTED Blog

Thompson Tools’ distributors Glenn Thompson and Mark Allen give a look inside their mobile tool trucks.
Glenn and Mark were featured in the June 2009 issue of Professional Distributor

You know that big ticket items help the bottom line of your business. Even if you’re having a slow week, one or two of these sales can make your week.

So when you’re just about to close the sale, how do you make the extra push to ensure a delivery? What’s your favorite technique for closing a toolbox sale?

–Erica Schulz, Professional Distributor Associate Editor

Mac Tools distributor Pete Boldt from Delevan, NY shows off his two-year old truck as he prepares for an upgrade. Pete was featured in the May 2009 issue of Professional Distributor.

PD wants to know: How much prospecting for new shops/customers do you do every week?

Erica Schulz, Associate Editor

Professional Distributor magazine

It’s finally here! After weeks of updating countless products, the editorial team at Professional Distributor and Professional Tool & Equipment News magazine proudly bring you the brand-new, 100-percent improved PTEN.com Online Buyers’ Guide.

The site offers a comprehensive list and details on products and companies for anything your techs and repair shops are looking for, including diagnostic equipment, hardlines, tool storage, personal gear and more. You name it, we’ve got it.

Want to keep up with what’s in demand at the shops you stop at? Check out our Online Buyers’ Guide now at directory.pten.com.

- Erica Schulz, Associate Editor

A look at independent distributor Brian Gallagher’s truck. Gallagher, of Savannah, Ga., was profiled in the April 2009 issue of Professional Distributor.

A look at Cornwell Tools distributor Jim McMillen’s mobile tool truck. McMillen was featured in the March 2009 issue of Professional Distributor.

A look at Matco Tools distributor Mike Pridgeon’s mobile tool truck. Pridgeon was featured in the February 2009 issue of Professional Distributor.

To paraphrase the great Mark Twain, “The reports of S-K’s death are greatly exaggerated.”

Recently, rumors have been circulating that S-K Hand Tools had filed for Chapter 11 bankruptcy. That’s simply not true, according to Cliff Rusnak, S-K’s executive VP. He does think the report was spawned by the Chapter 11 filing of S&K Famous Brands (http://cantorarkemapc.com/sandk-famous-brands.php).

In addition to not having filed for bankruptcy, S-K has recently released several new tools, including a new hammer set, sockets, and a full range of new dial torque wrenches.

Watch for more new products from S-K in the coming months in PTEN and our Online Buyers’ Guide.

A recent study by Lang Marketing predicts a $7 billion sales boom for “independent service outlets and auto parts stores, as well as independent auto parts distributors,” based on 2009 parts and service sales abandoned by closing dealers.

Here’s the full story:

WYCKOFF, N.J. — “With at least 2,000 dealers closing in 2009, over $5 billion in dealer bay parts and service sales will be abandoned along with more than $2 billion in product sales through dealer parts departments and dealer redistribution of OE parts to independent service outlets,” said Jim Lang, President of Lang Marketing.

Lang Marketing estimates most of the more than $7 billion in 2009 parts and service sales abandoned by closing dealers (at user-price) will be captured by independent (non-dealer) service outlets and auto parts stores, as well as independent (non-OE) auto parts distributors.

32,000 Fewer Dealer Bays This Year

Car dealer closings in 2009 will shutter over 32,000 dealer service bays. Lang Marketing expects 2,040 car dealers will close in 2009. The dealer casualty count could climb much higher under severe circumstances. Up to 51,000 dealer bays could be closed if the dealer network suffers a traumatic shock, such as the bankruptcy or dramatic downsizing of a U.S. automaker. The exact number of dealer bays closing in 2009 will depend on how many new car dealers convert to used car outlets with service bays.

Dealers Will Abandon Over $5 Billion in Parts Sales and $2 Billion in Service Work

“Counting all dealer parts and service sales (bays, counter sales, and redistribution volume), 2,040 dealer closings in 2009 will potentially shift $5 billion in parts volume, primarily replacement parts, at user-price toward the independent aftermarket plus another $2 billion in service billings,” said Lang. Replacement parts are parts necessary for vehicle operation, as opposed to accessories and other discretionary automotive product purchases.

Unprecedented Aftermarket Parts and Service Shift

The 2009 closing of at least 2,000 car dealers in the U.S., mostly domestic auto outlets, will provide the independent (non-dealer) automotive aftermarket with an unprecedented $7 billion annual growth opportunity in parts and service volume. “This is part of the greatest restructuring of the automotive aftermarket competitive landscape since World War II, which will extend over a number of years,” said Lang.

The automotive aftermarket consists of all products and services used in the repair, maintenance, and modification of cars and light trucks after they leave the factory.

About Lang Marketing:

Lang Marketing Resources. www.langmarketing.com, is an independent market intelligence company focusing on the car and light truck aftermarket in the U.S.

This news release was distributed by GlobeNewswire, www.globenewswire.com

Are independent shops you stop at seeing an increase in customers? How do your sales fare at independent shops versus dealerships? What’s your outlook for 2009?

Let me know what you think.

–Erica Schulz

Associate Editor, Professional Distributor