2014
Where, How & Why Your Customers Buy
Contents PUBLISHER Scott Shriber 330-670-1234, Ext. 229 sshriber@babcox.com
EDITORIAL Mark Phillips Editor 330-670-1234, Ext. 299 mphillips@babcox.com Amy Antenora Managing Editor 330-670-1234, Ext. 220 aantenora@babcox.com
BABCOX RESEARCH Bob Roberts Market Research Manager 330-670-1234, Ext. 252 broberts@babcox.com
GRAPHIC DESIGN Lisa DiPaolo Graphic Designer 330-670-1234, Ext. 281 ldipaolo@babcox.com
ADVERTISING SERVICES Tina Purnell Advertising Services Manager 330-670-1234, Ext. 243 tpurnell@babcox.com
CIRCULATION SERVICES
2014
Brad Mitchell Director of eMedia & Audience Development 330-670-1234, Ext. 277 bmitchell@babcox.com
Professional Automotive Repair Technician Survey
Where, How & Why They Buy Fourteen years ago, Counterman began surveying repair shops and technicians annually to determine where, how and why they source specific automotive parts and products. The resulting data has been published every fall in The Professional Automotive Repair Technician Survey (PARTS). Counterman surveyed 150 technicians for this year’s study. Cabin Air Filters .....................................4 Spark Plugs ............................................6 Drive Belts..............................................8 Mounts .................................................10 Cooling System Stop Leak ..................12 Chassis Parts, Steering & Ball Joints...........................................14 Gaskets.................................................16 Starters & Alternators .........................18 Radiators & Condensers .....................20 Catalytic Convertors............................22 Water Pumps........................................24 Hand Cleaner .......................................26
Oxygen Sensors...................................28 A/C Compressors.................................30 Brake Friction.......................................32 Shocks & Struts....................................34 Clutch Kits ............................................36 Hub & Wheel Bearings ........................38 Inventory ..............................................40 Tire Pressure Monitoring Systems......42 Aerosols................................................44 Wiper Blades........................................46 Fuel Pumps...........................................48 Reman Air Suspension.........................50 Air & Oil Filters ....................................52
Pat Robinson Circulation Manager 330-670-1234, Ext. 276 probinson@babcox.com Ellen Mays Circulation Specialist 330-670-1234, Ext. 275 emays@babcox.com
CORPORATE Bill Babcox, President Greg Cira, V.P., Chief Financial Officer, Secretary John DiPaola, V.P., Group Publisher Beth Sheetz, Controller
IN MEMORIUM Edward S. Babcox (1885-1970) Founder Tom B. Babcox (1919-1995) Chairman
Sales Key
Where, How & Why They Buy
NUMBER OF JOBS
WHO’S THE PRIMARY SOURCE? Repair shops source product from many entities — jobbers, retailers, WDs, etc. This data details exactly where shops source a given part or product.
SOURCING CRITERIA Shops choose a particular source for a variety of reasons. This data reveals what those criteria are: quality of sales reps, fast delivery, availability, etc.
BUYING CRITERIA Shops buy products for specific reasons. This shows what those criteria are: price, store recommendation, brand preference, etc.
This data reflects the average number of jobs repair shops perform on a monthly basis for each product category. STOCKING TRENDS This number shows the percentage of repair shops that actually stock this product on-site. NUMBER OF SOURCES This data reveals how many sources the average repair shop uses for a particular product category.
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4
P.A.R.T.S. 2014
Cabin Air Filters Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
48%
Why is That Primary Source a Shop’s First Call?
49%
2013
2014
28%
32%
Fastest Delivery Retailer
17%
Median number of jobs per month requiring this
17% 28%
WD Direct
8
21%
28%
50%
Best Sales Reps
16%
39%
39%
Shops that stock this part Car Dealership
3%
2%
It’s Always Available
3% Expediter
6%
13%
It’s the Only Source
2% Other
6%
2.4
1%
Average number of sources
0%
4% Liberal Returns Policy
Brand Criteria & Analysis
7%
6%
I Trust My Source to Choose the Brand
14%
18%
It’s the Lowest Price
2013
17%
62%
2014
66%
9%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
The cabin air filter’s job is to keep dust, pollen and even many pollutants out of the passenger compartment. Many motorists are unaware their vehicle has a cabin air filter, much less where the filter is or how to replace it. The filter’s location, replacement procedure and recommended service interval can usually be found in most vehicle owner’s manuals.
6
P.A.R.T.S. 2014
Spark Plugs Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
43%
Why is That Primary Source a Shop’s First Call?
51%
2013
2014
24%
34%
Fastest Delivery Retailer
21%
21%
3%
3%
6%
11%
6%
39% Shops that stock this part
2.9
1%
It’s the Only Source
2% Other
36%
It’s Always Available
1% Expediter
26%
Best Sales Reps
18%
40% Car Dealership
Median number of jobs per month requiring this
16%
32% WD Direct
6
Average number of sources
0%
1% Liberal Returns Policy
Brand Criteria & Analysis
2013
87% 6%
5%
I Trust My Source to Choose the Brand
5%
8%
It’s the Lowest Price
3%
2014
86%
2%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Most spark plugs have a factory service interval of 100,000 miles, though some may be as much as 120,000 miles. Long-life platinum and iridium spark plugs will typically last up to 100,000 miles or longer provided the engine isn’t using oil or doesn’t spend a lot of time idling.
8
P.A.R.T.S. 2014
Drive Belts Sourcing Criteria What is the Shop’s Primary Source? 2013
2014
Why is That Primary Source a Shop’s First Call? 2013
Jobber
58%
45%
33%
2014
30%
Median number of jobs per month requiring this
Fastest Delivery Retailer
13%
18% 24%
WD Direct
15%
3%
3%
9%
8%
3%
Shops that stock this part
3.1
1%
It’s the Only Source
2% Other
43%
52%
It’s Always Available
3% Expediter
26%
Best Sales Reps
23%
39% Car Dealership
6
Average number of sources
0%
3% Liberal Returns Policy
Brand Criteria & Analysis
2013
86% 10%
10%
I Trust My Source to Choose the Brand
2%
3%
It’s the Lowest Price
2%
2014
84%
4%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Most new car warranties will cover the timing belt for the specified period (if it breaks), but usually exclude any other drive belts because they are considered wear items. Late-model serpentine belts made of EPDM rubber retain their like-new appearance for many, many miles. Same for EPDM timing belts.
10
P.A.R.T.S. 2014
Mounts Sourcing Criteria What is the Shop’s Primary Source? 2014
Why is That Primary Source a Shop’s First Call? 2014
Jobber
47%
24%
Median number of jobs per month requiring this
Fastest Delivery Retailer
18%
26% WD Direct
7%
Best Sales Reps
14%
40% Car Dealership
10%
Shops that stock this part
It’s Always Available
10% Expediter
9%
It’s the Only Source
0% Other
2
2.6 Average number of sources
2% Liberal Returns Policy
Brand Criteria & Analysis
2014
69%
20% I Trust My Source to Choose the Brand
6%
5%
It’s the Lowest Price
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Motor mounts are fairly rugged, and typically consist of a molded rubber donut or spacer laminated between a pair of stamped steel plates. On in-line rear-wheel drive applications, the mounts are usually located on both sides of the engine block and under the transmission tailshaft.
12
P.A.R.T.S. 2014
Cooling System Stop Leak Sourcing Criteria What is the Shop’s Primary Source? 2013
2014
Why is That Primary Source a Shop’s First Call? 2013
Jobber
49%
48%
35%
2014
30%
Median number of jobs per month requiring this
Fastest Delivery Retailer
23%
24%
28% WD Direct
10%
1%
1%
1%
3%
17%
Shops that stock this part
2.4
3%
It’s the Only Source
4% Other
37%
51%
It’s Always Available
3% Expediter
27%
Best Sales Reps
10%
30% Car Dealership
4
Average number of sources
3%
15% Liberal Returns Policy
Brand Criteria & Analysis
18%
12%
I Trust My Source to Choose the Brand
2013
65% 8%
8%
It’s the Lowest Price
9%
2014
73%
7%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Coolant from the engine is circulated to the radiator by the water pump to get rid of the engine’s waste heat. The coolant usually exits the engine through the upper radiator hose, and returns through the lower radiator hose. Certain leaks in this system can be stopped by adding a sealer product to the coolant.
14
P.A.R.T.S. 2014
Chassis Parts Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
52%
Why is That Primary Source a Shop’s First Call?
51%
2013
2014
23%
28%
Fastest Delivery Retailer
16%
19%
5%
2%
4%
12%
3%
36% Shops that stock this part
3.2
1%
It’s the Only Source
1% Other
17%
It’s Always Available
1% Expediter
34%
Best Sales Reps
16%
42% Car Dealership
Median number of jobs per month requiring this
16% 32%
WD Direct
10
Average number of sources
0%
4% Liberal Returns Policy
Brand Criteria & Analysis
2013
84% 7%
3%
I Trust My Source to Choose the Brand
8%
6%
It’s the Lowest Price
1%
2014
88%
3%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Chassis parts are usually sold when a customer realizes his vehicle has a tire wear, handling, steering, alignment or suspension problem. Worn chassis parts such as ball joints and control arm bushings can change camber alignment, causing shoulder wear on tires.
16
P.A.R.T.S. 2014
Gaskets Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
58%
Why is That Primary Source a Shop’s First Call?
37%
2013
2014
19%
24%
Fastest Delivery Retailer
9%
10%
4%
5%
8%
8%
12%
38% Shops that stock this part
3.0
2%
It’s the Only Source
3% Other
17%
It’s Always Available
4% Expediter
35%
Best Sales Reps
20%
44% Car Dealership
Median number of jobs per month requiring this
23% 31%
WD Direct
4
Average number of sources
2%
7% Liberal Returns Policy
Brand Criteria & Analysis
2013
81% 16%
14% 1%
I Trust My Source to Choose the Brand
3%
It’s the Lowest Price
2%
2014
78%
5%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Gaskets are commonly replaced to repair oil leaks, coolant leaks, exhaust leaks and vacuum leaks. New gaskets are also required when removing pan covers, valve covers, timing covers, intake manifolds, exhaust manifolds, thermostat housings, throttle bodies, water pumps and cylinder heads.
18
P.A.R.T.S. 2014
Starters & Alternators Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
57%
Why is That Primary Source a Shop’s First Call?
32%
2013
2014
21%
25%
Fastest Delivery Retailer
10%
14%
2%
14%
9%
6%
9%
37% Shops that stock this part
2.6
3%
It’s the Only Source
6% Other
10%
It’s Always Available
4% Expediter
33%
Best Sales Reps
17%
41% Car Dealership
Median number of jobs per month requiring this
20% 28%
WD Direct
2
Average number of sources
2%
11% Liberal Returns Policy
Brand Criteria & Analysis
2013
82% 15%
16% 1%
I Trust My Source to Choose the Brand
7%
It’s the Lowest Price
2%
2014
74%
3%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Rotating electrical parts such as starters and alternators often have to be replaced on older, highmileage vehicles. Higher electrical demands on the charging systems in most late-model vehicles combined with high underhood temperatures has helped increase heatrelated alternator failures.
20
P.A.R.T.S. 2014
Radiators & Condensers Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
34%
Why is That Primary Source a Shop’s First Call?
40%
2013
2014
18%
29%
Fastest Delivery Retailer
9%
34%
2%
3%
8%
9%
13%
37% Shops that stock this part
2.8
1%
It’s the Only Source
1% Other
5%
It’s Always Available
1% Expediter
33%
Best Sales Reps
20%
46% Car Dealership
Median number of jobs per month requiring this
14%
34% WD Direct
3
Average number of sources
00%
14% Liberal Returns Policy
Brand Criteria & Analysis
11%
9%
I Trust My Source to Choose the Brand
10%
11%
It’s the Lowest Price
2013
11%
69%
2014
74%
5%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
When a vehicle has air conditioning, the condenser is usually mounted in front of the radiator. This increases the heat load on the radiator and makes the fan’s job even more important. Aluminum radiators typically go eight to 10 years or more without requiring any repairs — provided there are no coolant contamination issues.
22
P.A.R.T.S. 2014
Catalytic Converters Sourcing Criteria What is the Shop’s Primary Source? 2013
2014
Why is That Primary Source a Shop’s First Call? 2013
Jobber
35%
35%
27%
2014
21%
Median number of jobs per month requiring this
Fastest Delivery Retailer
9%
9% 28%
WD Direct
19%
17%
10%
3%
7%
17%
Shops that stock this part
2.4
9%
It’s the Only Source
3% Other
39%
11%
It’s Always Available
11% Expediter
29%
Best Sales Reps
13%
32% Car Dealership
2
4%
Average number of sources
27% Liberal Returns Policy
Brand Criteria & Analysis
2013
72% 17%
17%
I Trust My Source to Choose the Brand
5%
10%
It’s the Lowest Price
5%
2014
69%
4%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
The catalytic converter is probably the most important emission control device on a vehicle because it cleans up the pollutants in the exhaust. Oxygen sensors in the exhaust manifolds and a feedback fuel control system keep emissions to a minimum. Even so, some pollution is still produced and must be eliminated by the converter.
24
P.A.R.T.S. 2014
Water Pumps Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
51%
Why is That Primary Source a Shop’s First Call?
48%
2013
2014
15%
24%
Fastest Delivery Retailer
14%
16%
8%
4%
8%
8%
2%
37% Shops that stock this part
3.1
2%
It’s the Only Source
8% Other
13%
It’s Always Available
1% Expediter
32%
Best Sales Reps
13%
53% Car Dealership
Median number of jobs per month requiring this
21% 22%
WD Direct
4
Average number of sources
5%
5% Liberal Returns Policy
Brand Criteria & Analysis
2013
28% 14% I Trust My Source to Choose the Brand
64% 8%
5%
It’s the Lowest Price
0%
2014
77%
4%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
The water pump circulates coolant between the engine and radiator to manage the engine's waste heat and prevent the engine from overheating. A water pump consists of a cast iron, aluminum or stamped steel housing, a shaft mounted “impeller” that moves the coolant through the pump, a shaft seal (usually ceramic) and ball or roller bearings to support the shaft.
26
P.A.R.T.S. 2014
Hand Cleaner Sourcing Criteria What is the Shop’s Primary Source? 2014
Why is That Primary Source a Shop’s First Call? 2014
Jobber
34%
19%
Median number of jobs per month requiring this
Fastest Delivery Retailer
20%
29% WD Direct
86%
Best Sales Reps
11%
37% Car Dealership
1%
Shops that stock this part
It’s Always Available
1.6
13% Expediter
1%
It’s the Only Source
2% Other
N/A
Average number of sources
32% Liberal Returns Policy
Brand Criteria & Analysis
13% I Trust My Source to Choose the Brand
2014
72% 10% It’s the Lowest Price
5% I’ll Use Whatever is Available
I Only Use the Brand I Trust
Everyone knows the hands of automotive technicians get dirty — really dirty. And besides dirt, grime and oil, the skin can take a real beating. So it’s important to stock and sell a quality hand cleaner that not only cleans hands but lessens and even repairs damage that’s done on a daily basis.
28
P.A.R.T.S. 2014
Oxygen Sensors Sourcing Criteria What is the Shop’s Primary Source? 2013
2014
Why is That Primary Source a Shop’s First Call? 2013
Jobber
46%
43%
34%
2014
25%
Median number of jobs per month requiring this
Fastest Delivery Retailer
18%
22% 29%
WD Direct
15%
12%
6%
6%
11%
2%
Shops that stock this part
2.9
2%
It’s the Only Source
3% Other
41%
20%
It’s Always Available
2% Expediter
30%
Best Sales Reps
13%
31% Car Dealership
3
3%
Average number of sources
5% Liberal Returns Policy
Brand Criteria & Analysis
2013
79% 13%
12%
I Trust My Source to Choose the Brand
5%
6%
It’s the Lowest Price
3%
2014
81%
2%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Oxygen (O2) sensors are part of the engine management system and are used to perform two important functions. The “upstream” O2 sensor(s) in the exhaust manifold(s) monitor the air/fuel mixture, while the “downstream” O2 sensor(s) monitor the catalytic converter(s).
30
P.A.R.T.S. 2014
A/C Compressors Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
46%
Why is That Primary Source a Shop’s First Call?
34%
2013
2014
19%
23%
Fastest Delivery Retailer
9%
18%
5%
5%
7%
9%
15%
35% Shops that stock this part
2.5
3%
It’s the Only Source
6% Other
6%
It’s Always Available
5% Expediter
37%
Best Sales Reps
27%
45% Car Dealership
Median number of jobs per month requiring this
13% 26%
WD Direct
2
Average number of sources
2%
11% Liberal Returns Policy
Brand Criteria & Analysis
22%
2013
16% 5%
I Trust My Source to Choose the Brand
5%
It’s the Lowest Price
5%
8%
I’ll Use Whatever is Available
69%
2014
71%
I Only Use the Brand I Trust
The A/C compressor is a pump that compresses and circulates refrigerant within the A/C system. Many latemodel vehicles have “variable displacement” compressors that change the piston stroke to increase or decrease the volume of refrigerant flowing through the system.
32
P.A.R.T.S. 2014
Brake Friction Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
48%
Why is That Primary Source a Shop’s First Call?
56%
2013
2014
25%
30%
Fastest Delivery Retailer
19%
20%
6%
3%
5%
11%
2%
37% Shops that stock this part
3.3
1%
It’s the Only Source
3% Other
45%
It’s Always Available
3% Expediter
32%
Best Sales Reps
14%
40% Car Dealership
Median number of jobs per month requiring this
15% 30%
WD Direct
15
Average number of sources
0%
1% Liberal Returns Policy
Brand Criteria & Analysis
2013
88% 6%
5%
I Trust My Source to Choose the Brand
5%
6%
It’s the Lowest Price
1%
2014
88%
1%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Brake pads must be replaced when they are worn down to minimum thickness specifications, or when their built-in wear indicators scrape against the rotors. Replacement brake pads come in a variety of friction materials. Follow your friction supplier’s recommendations as to what type of pads they offer for a vehicle application.
34
P.A.R.T.S. 2014
Shocks & Struts Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
50%
Why is That Primary Source a Shop’s First Call?
47%
2013
2014
21%
28%
Fastest Delivery Retailer
15%
21%
3%
3%
6%
11%
6%
41% Shops that stock this part
2.8
1%
It’s the Only Source
2% Other
8%
It’s Always Available
1% Expediter
30%
Best Sales Reps
17%
44% Car Dealership
Median number of jobs per month requiring this
18%
32% WD Direct
4
Average number of sources
0%
5% Liberal Returns Policy
Brand Criteria & Analysis
2013
82% 8%
5%
I Trust My Source to Choose the Brand
6%
9%
It’s the Lowest Price
5%
2014
84%
2%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Shocks and struts are a key component in the “Safety Triangle.” The three legs are Steering, Stopping and Stability. Just as a threelegged stool needs all three legs for support, so too do all vehicles need good steering, stopping and stability for safe driving.
36
P.A.R.T.S. 2014
Clutch Kits Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
45%
Why is That Primary Source a Shop’s First Call?
49%
2013
2014
20%
22%
Fastest Delivery Retailer
13%
23%
2%
6%
7%
13%
10%
39% Shops that stock this part
2.3
2%
It’s the Only Source
2% Other
2%
It’s Always Available
2% Expediter
34%
Best Sales Reps
15%
45% Car Dealership
Median number of jobs per month requiring this
10% 31%
WD Direct
1
2%
Average number of sources
7% Liberal Returns Policy
Brand Criteria & Analysis
2013
77% 12%
8%
I Trust My Source to Choose the Brand
5%
6%
It’s the Lowest Price
6%
2014
84%
2%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
The clutch is a system so it should be replaced as a set: a new clutch disc, a new pressure plate and a new release bearing. Labor is the most expensive aspect of replacing a clutch. Selling a kit that includes all three major components reduces the risk of having to do the job over if a part that wasn’t replaced later fails.
38
P.A.R.T.S. 2014
Hub & Wheel Bearings Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
51%
Why is That Primary Source a Shop’s First Call?
50%
2013
2014
24%
27%
Fastest Delivery Retailer
17%
19%
4%
5%
6%
10%
3%
36% Shops that stock this part
3.0
3%
It’s the Only Source
1% Other
14%
It’s Always Available
2% Expediter
34%
Best Sales Reps
15%
41% Car Dealership
Median number of jobs per month requiring this
15% 32%
WD Direct
5
1%
Average number of sources
5% Liberal Returns Policy
Brand Criteria & Analysis
2013
83% 7%
5%
I Trust My Source to Choose the Brand
5%
7%
It’s the Lowest Price
5%
2014
85%
3%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Wheel bearings can be of either ball or tapered roller type. Those used for front wheel bearing applications are an angular type, which will accept greater thrust loads than a Conrad-type bearing, which will accept a 100 percent load in the radial or thrust position and any combination of a 100 percent load.
40
P.A.R.T.S. 2014
Inventory Percentage of Shops that Stock These Items Aerosols
94%
Air & Oil Filters
89%
Hand Cleaner
86%
Wiper Blades
80%
Batteries
70%
Belts
52%
Cooling System Stop Leak
51%
Cabin Air Filters
50%
Brake Friction
45%
Tire Pressure Monitor Systems
38%
Spark Plugs
36%
Oxygen Sensors
20%
Hoses
17%
Gaskets
17%
Chassis Parts, Steering & Ball Joints
17%
Hubs & Wheel Bearings
14%
Water Pumps
13%
Fuel Pumps
11%
Engine Hard Parts
11%
Catalytic Converters
11%
New Starters & Alternators
10%
Reman Starters & Alternators
10%
Shocks & Struts
8%
Reman Air Suspension
6%
A/C Compressors
6%
Radiators and Condensers Transmission Replacement Engine Replacement Clutch Kits
It’s vital to have the right parts in stock when professional technicians call on you. Many times, shops are well-stocked on certain fast-moving categories, while less so on more complicated parts.
5% 4% 3% 2%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
42
P.A.R.T.S. 2014
Tire Pressure Monitoring Systems Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
38%
Why is That Primary Source a Shop’s First Call?
44%
2013
2014
20%
27%
Fastest Delivery Retailer
8%
21%
17%
14%
4%
5%
13%
39% Shops that stock this part
2.5
2%
It’s the Only Source
3% Other
38%
It’s Always Available
5% Expediter
31%
Best Sales Reps
14%
43% Car Dealership
Median number of jobs per month requiring this
11% 29%
WD Direct
4
Average number of sources
2%
13% Liberal Returns Policy
Brand Criteria & Analysis
14%
11%
I Trust My Source to Choose the Brand
7%
9%
It’s the Lowest Price
2013
13%
66%
2014
74%
6%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
When TPMS sensors are replaced (either individually or all four at the same time), or when the tires are rotated, the vehicle’s tire pressure monitoring system has to relearn the wheel location of each sensor. On some newer vehicles, this function occurs automatically when the vehicle is driven.
44
P.A.R.T.S. 2014
Aerosols Sourcing Criteria What is the Shop’s Primary Source? 2014
Why is That Primary Source a Shop’s First Call? 2014
Jobber
41%
32%
Median number of jobs per month requiring this
Fastest Delivery Retailer
17%
27% WD Direct
94%
Best Sales Reps
20%
39% Car Dealership
0%
Shops that stock this part
It’s Always Available
3.2
2% Expediter
4%
It’s the Only Source
00% Other
22
Average number of sources
17% Liberal Returns Policy
Brand Criteria & Analysis
22% 8% I Trust My Source to Choose the Brand
It’s the Lowest Price
2014
13%
57%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Maintenance aerosol products include everything from penetrating lubricants and surface protectants to various types of cleaners, glass and tire treatments. Some are universal type products with a wide range of uses while others are specialized products designed for a specific application.
46
P.A.R.T.S. 2014
Wiper Blades Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
46%
Why is That Primary Source a Shop’s First Call?
38%
2013
2014
25%
30%
Fastest Delivery Retailer
15%
20%
3%
2%
8%
8%
8%
39% Shops that stock this part
2.3
1%
It’s the Only Source
2% Other
80%
It’s Always Available
1% Expediter
29%
Best Sales Reps
26%
48% Car Dealership
Median number of jobs per month requiring this
16% 24%
WD Direct
10
Average number of sources
1%
10% Liberal Returns Policy
Brand Criteria & Analysis
2013
71% 12%
14%
I Trust My Source to Choose the Brand
11%
9%
It’s the Lowest Price
6%
2014
71%
5%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Wiper blades are typically sold by the inch. Replacement wiper blades usually have to match the length of the original blades to fit properly. On most applications, blade length must be a close match otherwise the driver and passenger blades may interfere with each other or hit the edges of the windshield.
48
P.A.R.T.S. 2014
Fuel Pumps Sourcing Criteria What is the Shop’s Primary Source? 2013
2014
Why is That Primary Source a Shop’s First Call? 2013
Jobber
49%
45%
29%
2014
23%
Median number of jobs per month requiring this
Fastest Delivery Retailer
17%
17% 31%
WD Direct
17%
7%
5%
6%
9%
4%
Shops that stock this part
3.1
3%
It’s the Only Source
4% Other
37%
11%
It’s Always Available
3% Expediter
31%
Best Sales Reps
16%
33% Car Dealership
2
6%
Average number of sources
7% Liberal Returns Policy
Brand Criteria & Analysis
䡵䡵 2013
79% 15%
12%
I Trust My Source to Choose the Brand
4%
6%
It’s the Lowest Price
2%
䡵䡵2014
81%
1%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Most original equipment electric fuel pumps are mounted inside the fuel tank. Submerging the pump in gasoline quiets the pump and allows the fuel to cool and lubricate the pump. This is very important because most electric fuel pumps spin at high speed (5,000 to 7,000 RPM or higher).
50
P.A.R.T.S. 2014
Reman Air Suspension Sourcing Criteria What is the Shop’s Primary Source? 2014
Why is That Primary Source a Shop’s First Call? 2014
Jobber
23%
16%
Median number of jobs per month requiring this
Fastest Delivery Retailer
6%
28% WD Direct
6%
Best Sales Reps
9%
38% Car Dealership
15%
Shops that stock this part
It’s Always Available
2.2
11% Expediter
6%
It’s the Only Source
7% Other
1
Average number of sources
41% Liberal Returns Policy
Brand Criteria & Analysis
19% I Trust My Source to Choose the Brand
䡵䡵2014
66% 8%
7%
It’s the Lowest Price
I’ll Use Whatever is Available
I Only Use the Brand I Trust
Air suspensions of one type or another have been used on a variety of makes and models over the years. The advantages of having a vehicle on air rather than spring steel are (1) smoother ride, (2) ride stiffness adjustability, and (3) ride height adjustability (automatic load leveling).
52
P.A.R.T.S. 2014
Air & Oil Filters Sourcing Criteria What is the Shop’s Primary Source? 2013 Jobber
2014
50%
Why is That Primary Source a Shop’s First Call?
44%
2013
2014
27%
30%
Fastest Delivery Retailer
13%
17%
4%
3%
6%
7%
9%
41% Shops that stock this part
2.8
3%
It’s the Only Source
1% Other
89%
It’s Always Available
4% Expediter
26%
Best Sales Reps
23%
46% Car Dealership
Median number of jobs per month requiring this
17% 22%
WD Direct
25
Average number of sources
0%
6% Liberal Returns Policy
Brand Criteria & Analysis
13%
2013
76% 11%
I Trust My Source to Choose the Brand
6%
7%
It’s the Lowest Price
5%
2014
77%
4%
I’ll Use Whatever is Available
I Only Use the Brand I Trust
The intervals between filter changes have been increasing: now 5,000 to 7,500 miles (or longer) for most oil filters, and anywhere from 30,000 to 60,000 (or longer) for engine air filters. With such long intervals between changes, it’s important to make sure your customers get a quality filter that will go the distance.