Skip to main content
EVENT TRACKER
Keep track of rescheduled, canceled industry events with our COVID-affected event tracker - Powered by Snap Finance
Close
Sister Publication Links
  • Rubber & Plastics News
  • European Rubber Journal
tb-logo
Subscribe
  • Login
  • Register
  • Subscribe
  • News
    • OPINION
    • CORONAVIRUS
    • AUTO INDUSTRY
    • BUSINESS/FINANCIAL
    • COMMERCIAL TIRE
    • FACTORY FIXES
    • GOVERNMENT & LAW
    • INTERNATIONAL
    • MOTOR SPORTS
    • NEW PRODUCTS
    • RETAIL TIRES
    • SERVICE ZONE
    • SEMA/AAPEX
    • SMALL BUSINESS
    • TIRE MAKERS
    • SPONSORED CONTENT
    • TBC Corp. to make donation to company charity to reward vaccinated employees
      Titan to offer free COVID-19 vaccines at Iowa facility
      Bridgestone hosts vaccination events for plant employees
      Cioffi: Will remote working be the new normal?
    • SEMA closes deal for SEMA Garage property in Michigan
      Conti adding dynamic driving simulator at German R&D center
      Yokohama gains OE fitments on BMW, Mercedes-AMG sport utilities
      SEMA picks site in Michigan for 2nd SEMA Garage
    • Pirelli adds 3rd North American bicycle tire distributor
      Goodyear goes retro for 'Throwback' NASCAR race at Darlington Raceway
      Keter to expand NeoTerra SKUs through mid-2022
      Federal approved as 5th Formula Drift tire supplier
    • Vipal targets North America for machinery sales growth
      Commercial tire, retreading sectors on solid footing
      JK Tyre adds radial truck tires to U.S. portfolio
      Mitchell 1 enhances ADAS info access in TruckSeries software
    • New York chipping in $3M+ toward Sumitomo factory expansion
      SBA extends and expands COVID-19 loan program
      Stimulus spending should help tire industry
      U.S. agro-science firm gets $1M grant to research sunflower latex
    • Fountain Tire promotes pair to new executive roles
      ETRMA adding Nexen and Czech and Slovak trade groups to membership
      Keter to expand NeoTerra SKUs through mid-2022
      Nexen touting manufacturing quality milestone
    • Goodyear goes retro for 'Throwback' NASCAR race at Darlington Raceway
      Federal approved as 5th Formula Drift tire supplier
      Maxxis offers discount to ChampCar competitors
      Michelin strikes supply deals with new Canadian racing series
    • Yokohama OHT adds severe-duty solid tire to Galaxy brand
      Bosch adds 22 aftermarket parts in Q1
      Snap-On introduces TreadReader handheld tire scanner
      Vogue Tyre introduces ‘biggest, boldest' red stripe tire
    • WTC webinar to address tire/wheel-balancing process errors
      Commercial tire, retreading sectors on solid footing
      TBC Corp. to make donation to company charity to reward vaccinated employees
      Fountain Tire promotes pair to new executive roles
    • Bosch adds 22 aftermarket parts in Q1
      Marinucci: Detailed instructions will save time
      Bartec introduces TPMS software updates
      Snap-On introduces TreadReader handheld tire scanner
    • WTC webinar to address tire/wheel-balancing process errors
      SEMA closes deal for SEMA Garage property in Michigan
      SEMA picks site in Michigan for 2nd SEMA Garage
      SEMA touts expanded Las Vegas Convention Center ahead of 2021 expo
    • SBA extends and expands COVID-19 loan program
      Stimulus spending should help tire industry
      Giti disputes report blasting tire maker for accepting PPP funds
      SEMA survey shows resilient auto aftermarket in 2020
    • Last Mile: Delivery surge raises demand for medium truck tires
      Nexen touting manufacturing quality milestone
      Apollo isn't planning U.S. plant — yet
      Apollo lands: Tire maker brings commercial portfolio to N.A.
    • Sponsored By Yokohama Tire Company
      7 questions to ask consumers when they need tires for a crossover SUV
      Sponsored By Yokohama Tire Company
      Stocking Tires for Crossover SUVs
      Sponsored By AppointmentPlus
      Three Important Lessons Learned for the Tire Business During a Pandemic
      Sponsored By Yokohama Tire Company
      7 questions to ask consumers when they need tires for a crossover SUV
  • SHOP FLOOR
    • BALANCING
    • DEMOUNTING
    • SAFETY
    • TIRE REPAIR
    • TPMS
    • TRAINING
    • VEHICLE LIFTING
    • WHEEL TORQUE
    • Video: Balancing Tire
      Safety tips for wheel balancing
      An introduction to wheel balancing
      Wheel weights: Balancing form with function
    • Video: Demounting
      Tire changer types, tips and trends
      How to clear rim rust and corrosion
      An introduction to demounting, mounting and inflation
    • Video: Safety
      Customers
      Considerations for shop safety policies
      Introduction: Creating a culture of safety
    • Video: Tire Repair
      Tire repair: Shining a light on visual inspections
      Staying safe when repairing a tire
      Essential tools, materials and equipment for tire repair
    • Video: TPMS Service
      Decoding sensor data for TPMS diagnosis
      Replacement TPMS sensor overview
      The life-saving work of TPMS
    • Video: Training
      Advantages of apprentice program partnerships
      Options and resources for CE tech training
      Internship ideas to attract tech talent
    • Video:Vehicle Lifting
      All types of lifts for all types of work
      Tips and recommendations for lifting safety
      The gravity of proper lift points
    • Video: Wheel Torque
      Using torque sticks to speed service times
      The danger of too much, too little torque
      The importance of torque specifications
  • Multimedia
    • VIDEOS
    • PHOTOS
    • PODCASTS
  • Events
    • ASK THE EXPERT
    • LIVESTREAMS
    • WEBINARS
    • SEMA LIVESTREAMS
  • Data
    • DATA STORE
  • Resources
    • DIRECTORY
    • CLASSIFIEDS
  • ADVERTISE
  • DIGITAL EDITION
  • Awards
    • Tire Dealer Humanitarian Award
MENU
Breadcrumb
  1. Home
  2. SEMA - AAPEX
January 08, 2020 06:39 PM

Sales competition, specialization in independent dealer shops' future

Kathy McCarron
  • Tweet
  • Share
  • Share
  • Email
  • More
    Print

    LAS VEGAS — Tire sales, once considered an afterthought for car dealerships and general auto repair shops, are becoming a lucrative means of attracting vehicle service customers, according to Jim Lang, an independent consultant and marketing analyst in the automotive aftermarket industry.

    "I think (car) dealers have taken a more aggressive role in the sale of tires," Mr. Lang told Tire Business.

    "I see more and more people getting into tires as an extension of their business simply for the point of appealing to a wider audience of consumers," he said.

    • This story appears in the Jan. 6 print edition of Tire Business.

    "Tires are becoming an important entrée that (car) dealers use to gain access to greater repair at the consumer level," he added.

    Car dealerships' quick-service bays have been promoting their oil changes and tire checks.

    "Some of their concept is if you can get the person's oil change business and their tire business, you can pretty much get everything in between," he said.

    "Because tires are one of the most expensive and certainly the first expensive repair or replacement that most people do on their vehicle. So if you can get them to come back to the dealer for that, then you can get their repair business in the future.

    "In particular, when they are selling used vehicles," he added, "they want to get the person to come back to the quick-service bay and they're using tires as a means of getting the people back there."

    Dealers are trying to encourage owners of all makes and models to visit their bays and they will sell any brand of tire.

    "So people are seeing tires as a way of attracting a whole new group of consumers," he said. "Years ago dealers didn't pay much attention to tires, but now they see it as a way of gaining consumer loyalty."One roadblock for independent tire dealerships' competing with car dealerships is the extended hours car dealerships offer. Many are open seven days a week and usually open 10 to 12 hours a day, so they become more convenient, he said.

    James Lang

    Another factor impacting the attractiveness of tire sales is the changing repair "sweet spot" due to extended intervals for parts replacement.

    "What's happening now is OE parts tend to last longer, so you may not see that (new vehicle owner) after three or four years. You might not see that person until the sixth or seventh year," he said, "so tires give you access to that person in a shorter period of time. … You're going to see that guy for a set of tires before you see him for a set of brakes.

    "So I think that aspect is getting more people into the tire business as an extension of their business simply so that they have a shot at the consumer with a newer vehicle."

    The advent of Advanced Driver Assistance Systems (ADAS) is another trend that will impact tire dealerships and independent repair shops, according to Mr. Lang, which may force businesses to specialize in certain types of vehicles.

    He said many vehicle brands require specific equipment/tools and instructions to calibrate ADAS systems — and that can present a challenge to independent aftermarket shops.

    Mr. Lang predicted that most aftermarket repair shops will eventually specialize, whether it's in certain types of vehicles, imports, front-end jobs, etc., thereby reducing the amount and expense of technician training, equipment and tools that would be required to service all vehicle models.

    "So I think specialization is something you're going to see in addition to consolidation. Those two factors at the repair shop level – more specialized and fewer in number," Mr. Lang said.

    "I think the day of the small general shop are getting limited because of the tooling requirements, education and technical equipment. ... Cars are really getting complex, extremely complex."

    Letter
    to the
    Editor

    Do you have an opinion about this story? Do you have some thoughts you'd like to share with our readers? Tire Business would love to hear from you. Email your letter to Editor Don Detore at [email protected].

    SIGN UP FOR NEWSLETTERS
    EMAIL ADDRESS

    Please enter a valid email address.

    Please enter your email address.

    Please verify captcha.

    Please select at least one newsletter to subscribe.

    Newsletter Center

    Staying current is easy with Tire Business delivered straight to your inbox.

    SUBSCRIBE TODAY

    Subscribe to Tire Business

    SUBSCRIBE
    Connect with Us
    • Facebook
    • LinkedIn
    • Twitter
    • RSS

    Our Mission

    Tire Business is an award-winning publication dedicated to providing the latest news, data and insights into the tire and automotive service industries.

    tb-logo
    Reader Services
    • Contact Us
    • About Us
    • Site Map
    • Industry Sites
    • Order Reprints
    • Customer Service: 877-320-1716
    Partner Sites
    • Rubber & Plastics News
    • European Rubber Journal
    • Automotive News
    • Plastics News
    • Plastics News China
    • Urethanes Technology
    RESOURCES
    • Advertise
    • Privacy Policy
    • Privacy Request
    • Terms of Service
    • Media Guide
    • Editorial Calendar
    • Classified Rates
    • Digital Edition
    • Careers
    • Ad Choices Ad Choices
    Copyright © 1996-2021. Crain Communications, Inc. All Rights Reserved.
    • News
      • OPINION
      • CORONAVIRUS
      • AUTO INDUSTRY
      • BUSINESS/FINANCIAL
      • COMMERCIAL TIRE
      • FACTORY FIXES
      • GOVERNMENT & LAW
      • INTERNATIONAL
      • MOTOR SPORTS
      • NEW PRODUCTS
      • RETAIL TIRES
      • SERVICE ZONE
      • SEMA/AAPEX
      • SMALL BUSINESS
      • TIRE MAKERS
      • SPONSORED CONTENT
    • SHOP FLOOR
      • BALANCING
      • DEMOUNTING
      • SAFETY
      • TIRE REPAIR
      • TPMS
      • TRAINING
      • VEHICLE LIFTING
      • WHEEL TORQUE
    • Multimedia
      • VIDEOS
      • PHOTOS
      • PODCASTS
    • Events
      • ASK THE EXPERT
      • LIVESTREAMS
      • WEBINARS
      • SEMA LIVESTREAMS
    • Data
      • DATA STORE
    • Resources
      • DIRECTORY
      • CLASSIFIEDS
    • ADVERTISE
    • DIGITAL EDITION
    • Awards
      • Tire Dealer Humanitarian Award