Professional Distributor – April 2024

Page 1

Aftermarket Profile 2024 Find out what shop owners and technicians are buying this year. Page 12 Most Wanted Page 10 Show Me Your Truck Page 30 More exclusive content at $15.00 APRIL 2024 VOL. 32 NO.2

Our 10AP Series offers the convenience of wide or narrow installation wrapped up into one configurable package. This durable, safe, and reliable car lift features an expandable top beam and BI-METRIC™ arms to suit virtually every vehicle lifting requirement – symmetric or asymmetric. The 2-in-1 design gives operators the option of loading vehicles either symmetrically (centerline of vehicle at column) or asymmetrically (centerline of vehicle behind column). The simple, yet highly sophisticated is sure to keep operating costs low and productivity high. Check out the full line of 10AP lift series at or call us at 1-800-253-2363.

Provides the Ultimate In Safety & Vehicle Fall Protection AUTOMATIC SWING ARM RESTRAINT SYSTEM ASARS STANDARDS OF EXCELLENCE RAISING THE Certified to meet the standards of ANSI/ALI ALCTV: 2017
Bi-Metric Swing Arms Innovative Safety Lock Triple-Telescoping Arms
1-800-253-2363 • BENDPAK.COM ©2024 BendPak Inc. All rights reserved. 10AP SERIES | Two-Post Lift
Design Symmetric or Asymmetric For more information, click on “PD e-inquiry” at




6 Sneak Peek

Brand new products from Vanair, CTA Tools, Milwaukee, and more.

10 Most Wanted

The top requested products from technicians and shop owners, based on inquiries from PTEN magazine.

26 In Focus

Taking a closer look at products from Oasis Scientific, Electronic Specialties, Mayhew Tools, and Streamlight.



4 Editor’s Note

Let's talk numbers

40 On the Scene

Photos from the Cornwell Tools Rally, Mac Tools Fair, and Matco Tools Expo.

42 Tales from the Road

After nearly two decades as an automotive technician, Mac Tools distributor Stephen Fultz knew it was time for a change.


30 Show Me Your Truck

Gary Granados, Cornwell Quality Tools

32 Go Sell Something

Alan Sipe reviews the basics of running a mobile tool truck.

34 Driving Sales Products that will help your bottom line.


Professional Distributor I April 2024 I 3
Milton Industries to discuss the LTI Tools Shockit Diesel NOx and Particulate Sensor Removal Kit. VEHICLESERVICEPROS.COM/53097382 GUEST
If you're thinking of designing a new tool truck, check out these five tips from Summit Bodyworks. VEHICLESERVICEPROS.COM/53097308
PTEN sits down with
from the 2024 Cornwell Quality Tools Rally. VEHICLESERVICEPROS.COM/53098529 INSTAGRAM @PTENMagazine FACEBOOK ProfessionalDistributor YOUTUBE PTEN (Professional Tool & Equipment News) LINKEDIN ProfessionalDistributor
out some highlights
Aftermarket Profile A statistical snapshot of purchasing plans and top revenue opportunities for shops in the coming year. 34 9 14 Buying Tools & Equipment 18 Maintenance & Repair 19 Battery Service 20 Power Tools 20 A/C Service 21 Training 21 Tire & Wheel 22 Diagnostics 24 Inside the Shop 42


Let’s talk numbers



Profile is back with all the information you need to know about your customers’ purchasing habits.

When I’m writing an article, I always have a set word count in mind that I know I need to reach in order to fill the page. Whether it’s Show Me Your Truck, our cover story for the month, or Tales from the Road, that number sits in the back of my mind and dictates how I write that article.

For you, the mobile tool distributor, I’m sure you have your own set or sets of numbers that you live by — the number of stops you have to make each week, the number of sales you’d like to hit by the end of the month, the number of ratchets, screwdrivers, wrenches, etc. you need to keep in stock.

In this month’s issue, we have our ninth annual Aftermarket Profile (pg. 12). This yearly purchasing study offers a few more numbers for you to take into consideration as you conduct your business. We gathered data from shop owners and technicians across the country, asking questions about the types of repairs and services they perform, the tools and equipment they own, their current and future purchasing plans, and much more.

According to this year’s study, 84 percent of shop owners and technicians are buying from a mobile tool distributor. That

means they’re coming to you first over every other option available, so you’ve got to be ready.

Some of the top tool and equipment categories technicians and shop owners are planning on buying from this year include hand tools, shop equipment, and cordless power tools. Talk with your customers about their needs in these categories. Perhaps a technician has just busted their favorite impact wrench, or as temperatures continue increasing, a new fan for the shop may be in order.

You should also check out the diagnostics section of the report (pg. 22-23). Eighty percent of shops have a diagnostic technician on staff and even those that don’t still need diagnostic tools and equipment to perform many repairs. We go over a list of common diagnostic equipment that shops and/or technicians own, but only 19 percent say they own a noise, vibration, harshness (NVH) analyzer, which leaves you with 81 percent of them to convince why they need this tool.

Our goal with this report is to provide you with the purchasing habits of shops and technicians for you to, hopefully, use as a valuable reference for your business. If you have any questions or just want to discuss the findings in this report, feel free to reach out.


Kylie Hirko 630-253-4034


Chris Messer 651-206-3168



EDITOR Emily Markham


ASSISTANT EDITOR Elli Carder 224-324-8514

ASSOCIATE SALES DIRECTOR Mattie Gorman-Greuel 920-563-1636






PRODUCTION MANAGER Jane Pothlanski 224-324-8507




LIST RENTAL REP Michael Costantino






CEO – Chris Ferrell

President – June Griffin

COO – Patrick Rains

CRO – Paul Andrews

Chief Digital Officer – Jacquie Niemiec

Chief Administrative and Legal Officer – Tracy Kane


Subscription Customer Service 877-382-9187; 847-559-7598 •

PO Box 3257 • Northbrook IL 60065-3257

Article reprints

EDITOR'S NOTE 4 Professional Distributor I April 2024 I
Professional Distributor (USPS 017-300, ISSN 1553-6211 print; ISSN 21502080 online) is published eight times a year in March, April, May, June, July, September, October and December by Endeavor Business Media, LLC. 201 N Main St, 5th Floor, Fort Atkinson, WI 53538. Periodical postage paid at Fort Atkinson, WI, and additional mailing offices. POSTMASTER: Send address changes to Professional Distributor, PO Box 3257, Northbrook, IL 60065-3257. SUBSCRIPTIONS: Publisher reserves the right to reject non-qualified subscriptions. Subscription prices: U.S. ($62.50 per year); Canada/Mexico ($90.00 per year); All other countries ($131.25 per year). All subscriptions payable in U.S. funds. Send subscription inquiries to Professional Distributor, PO Box 3257, Northbrook, IL 60065-3257. Customer service can be reached toll-free at 877-382-9187 or at for magazine subscription assistance or questions. Printed in the USA. Copyright 2024 Endeavor Business Media, LLC. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopies, recordings, or any information storage or retrieval system without permission from the publisher. Endeavor Business Media, LLC does not assume and hereby disclaims any liability to any person or company for any loss or damage caused by errors or omissions in the material herein, regardless of whether such errors result from negligence, accident, or any other cause whatsoever. The views and opinions in the articles herein are not to be taken as official expressions of the publishers, unless so stated. The publishers do not warrant either expressly or by implication, the factual accuracy of the articles herein, nor do they so warrant any views or opinions by the authors of said articles.
Printed in the U.S. Volume 32, Number 2; April 2024
by Endeavor Business Media, LLC 30 Burton Hills Blvd, Ste 185 Nashville, TN 37215 800-547-7377

Welcome to Sneak Peek!

This section features recently introduced automotive tools and equipment. See new products even before automotive technicians read about them in PTEN magazine.


The Lumileds Philips Flood Mini LED Worklight, No. X30FLMIX1, is a compact LED floodlight that provides a bright white light up to 500lm. For handsfree use, the Flood Mini features a 360-degree hook and a tilting handle with soft-touch plastic to protect painted surfaces. The light is rated IP65/IKO8 for resistance to impacts, water, and dust and provides up to eight hours of use from a single charge. A USB-C charger and cable are included. 

For more information, click on “PD e-inquiry” on


The AST-ID Refrigerant Identifier from INFICON is designed to verify that the refrigerant in a vehicle or cylinder meets the purity standard necessary for use or reuse. This portable tool reveals the presence of contaminants like hydrocarbons and oxygen, both of which can negatively impact the performance of an A/C system. 

For more information, click on “PD e-inquiry” on


The Lokithor Car Battery Jumper Charger, J402, offers a 3,000A super start current for up to 40 jump-starts on a full charge. Compatible with a wide range of 12V vehicles, the charger handles engines up to 9L (gasoline) and 7L (diesel). With a 100W two-way fast charge, it swiftly starts vehicles while serving as a USB-C power bank. Equipped with real-time voltage detection and advanced safety features, including short-circuit protection, it is designed to withstand challenging conditions from rain to extreme temperatures. Encased in a rugged, dropresistant shell, the J402 ensures reliable jump-starts in many situations. 

For more information, click on “PD e-inquiry” on


The 15-pc Tesla Die Set , No. DF-SPR/ TESLA15, from Dent Fix Equipment includes two forming die heads for 5mm SPRs, one SPR rivet holder, a 5mm SPR extraction set, one flow form glue evacuation head, two flow form heads of rivet dies, an 8mm flow form extraction die set, an 8mm punching die set, two leveling dies, one extension piece for use with the HR3 arm, and a wrench with extra O-rings. The set comes in a case and fits the 10T Self-Piercing Riveter, No. DF-SPR70 (sold separately). 

For more information, click on “PD e-inquiry” on


The OEMTOOLS 20V MAX Li-ion 1/2” Brushless Drill, No. 24484, is ready for a variety of applications — drilling holes, driving screws, and loosening or tightening a variety of fasteners. Fully equipped with a rugged exterior and efficient motor. The brushless motor provides extended run times, more torque, and increased durability. A quick charger is included, so users can spend more time on the job and less time waiting for a charged battery. Features include a maximum torque of 310 in-lbs and a variable speed of 0-600 rpm and 0-2,000 rpm. *Voltage is measured without workload. Maximum initial battery voltage after charging. Nominal voltage is 18V. 

For more information, click on “PD e-inquiry” on


The Universal Suspension Arm Lever from Pichler Tools is designed to push down the wishbone when removing the drive shaft, changing the axle boots, or before replacing the wheel bearings. The lever is made for one-person operation, allowing the suspension arm to carry out the required work. The tool locks the lower arm down and allows for controlled alignment for reassembly. 

For more information, click on “PD e-inquiry” on

6 Professional Distributor I April 2024 I SNEAK PEEK


The 1,200 lm Tactical LED Rechargeable Flashlight with Power Bank and Dual Power from Observer Tools is magnetic and waterproof. Included with the flashlight is a 3-in-1 charging cable (plug not included). On high, the light gives off 1,200 lm (500 lm on low, and 60 lm on ultra-low) and has a beam distance of 886’. The light has a run-time of 72 hours, a power bank, clip, and zoom functionality.  For more information, click on “PD e-inquiry” on



The 2-in-1 40” Z-Frame Folding Creeper, No. W85018, from Performance Tool, converts from a creeper to a rolling seat for automotive and shop needs. Fully padded cushions create a comfortable surface for laying flat or sitting upright, and six shielded 2” swivel casters allow for easy 360-degree movement and added stability. The creeper mode offers a low profile design that provides improved clearance, with dimensions at 40” by 16-7/8” by 5-1/8”, and a 300-lb capacity. The rolling seat size is 20-1/2” by 16-3/4” by 16-7/8” and has a 286lb capacity. The locking pin in the seat configuration prevents unwanted movement and retracts easily for quick conversion.  For more information, click on “PD e-inquiry” on

The Mastercool R-134a Mobile Monster, No. 91788, is a heavy duty workstation built to endure in any environment, from challenging fieldwork to regular usage. It features a steel framework and reinforced components as well as four extra-large 10” pneumatic off-road tires to ensure optimal performance and smooth navigation. Additionally, it includes a four-way aluminum manifold, a black series electronic charging scale, a 6 cfm two-stage black series vacuum pump, a twin turbo refrigerant recovery machine, nylon barrier hoses, a high-side manual R-134a coupler, a low-side manual R-134a coupler, and an R-134a adapter. 

For more information, click on “PD e-inquiry” on


The EV Brake Bleeding Kit, No. 8854, from CTA Tools is a three-piece brake bleeder tank and adapter set for EV-specific applications. Included in the kit is the Pressure Brake Bleeder System, No. 7015; the Brake Bleeder Adapter (36mm), No. 3938; and the Brake Bleeder Adapter (37mm), No. 3939. The 7015 features a 3L tank, pressure valve, 0 to 70 psi gauge, and 10’ hose with a quick-disconnect coupler. The adapters have an all-metal construction, a straight and 90-degree swivel connection, and are compatible with the 7015. 

For more information, click on “PD e-inquiry” on


The Matco Tools 10” Super Wide Opening Adjustable Wrench , No. ADW10, offers the same gap size as an 18” traditional adjustable wrench, but with a fraction of the length and weight. The wrench opens 82 percent wider than standard 10” wrenches while remaining compact, robust, and versatile, according to Matco. Its precision ground jaw slides ensure smooth adjustments, providing precise control during usage. Equipped with both metric and SAE measurement scales, sizing and presetting onto various nuts, bolts, and pipes is efficient. The thinner and longer jaws offer improved functionality and increased torque, ensuring efficient user performance. 

For more information, click on “PD e-inquiry” on


The Polyvance Compression Roller, No. 6144, is designed to reduce the finishing time and enhance the strength of plastic welds by smoothing and compressing the joint between the plastic filler rod and the base material. It can also be used to improve the appearance of back-side welds and accelerate the process of embedding reinforcing mesh into a repair. The tool features a polished stainless-steel roller and smooth sealed cartridge bearings, an ergonomic handle, and a high-strength plated steel frame. Additionally, the Compression Roller acts like a heat sink to cool the weld. 

For more information, click on “PD e-inquiry” on

Professional Distributor I April 2024 I 7







Measures the ability of an engine cylinder to hold compressed air using shop air pressure; supplements a compression tester

Includes a precision regulator, M14 standard reach adapter on a 26-inch hose assembly, and M14 long reach solid adapter

M68 special gauge has one multicolored band for measuring low, moderate and high leakage, and a scale range from 0-100%

The 14-pc Micro Hand Tool Set from Mayhew Tools is a compilation of micro line products, including pry bars, picks, hooks, and screwdrivers (slotted, Phillips, and Torx). A custom-cut foam tray securely stores the tools, with each part number displayed. The tray is solvent-resistant for on-the-job use and fits most toolbox drawers. Each micro handle tool features a durable and ergonomic Nylon 6 handle with alloy steel blades which are custom heat-treated and tempered for hardness and ductility. Their compact design delivers high performance even when space is limited. All the tools are made in the U.S. and are backed by a lifetime warranty.  For more information, click on “PD e-inquiry” on


The Vanair Start-All Jump-Pack 12/24V Adapter Kits are Li-ion jump starters that offer up to 10,000A/5,000A of starting power. This handheld device is designed to fit into tight spaces, allowing technicians to get between tightly parked cars. There are three kit options available, sold separately. Each kit comes with a corresponding connector and requisite components and cabling. The kits also feature Vanair’s Goodall Protect-all Safety Technology which includes built-in protection for reverse polarity, low voltage, shortcircuit, and more. 

For more information, click on “PD e-inquiry” on

The Milton Industries 555e Digital Tire Inflator Gauge is designed to quickly and easily inflate or deflate tires ranging from small cars to heavy duty equipment precisely, allowing the technician to save time. The 555e measures from 5 to 220 psi with a +/- 1 psi accuracy. It is lever-controlled and displays readings in psi, bar, kPa, or kg/cm2. The grip chuck clip allows for a quick connection to the tire valve and its integrated hand hook allows for easy and safe storage. Additionally, the 555e features a protective rubber guard for durability, a backlit display, and includes 24” long by 1/4” EPDM hose. 

For more information, click on “PD e-inquiry” on


The Bosch BAT6120-US High-Power 12V Battery Charger and 120A Power Supply is a multi-functional battery support solution for automotive shops. Functions dependably as an efficient and fast battery charger for lead acid and lithium batteries, or as a 120A continuous power supply. The BAT6120-US can update charging characteristics via USB, offers a large four-color LCD, and is ideal for operating on a desk, bench, or floor, and is also wall-mountable. 

For more information, click on “PD e-inquiry” on

8 Professional Distributor I April 2024 I SNEAK PEEK For more information, click on “PD e-inquiry” at WWW.LANGTOOLS.COM
2404PTED_AandE-Lang.indd 1 3/4/24 11:49 AM


The 7-pc Hollow Magnetic Color-Coded Ratcheting Power Nut Driver, No. 32950, from Klein Tools includes six color-coded hollow power nut drivers (1/4”, 5/16”, 3/8”, 7/16”, 1/2”, and 9/16” hex sizes) and a ratcheting handle for easy one-handed driving. The 3.75” hollow core facilitates work on long bolt applications, while the 5” sturdy shaft helps with extended reach and access. Rare-earth magnets retain fasteners for one-handed driving, with magnet size increasing with each hex size.  For more information, click on “PD e-inquiry” on


The Torque Wrench Tubes from Tool Truck Essentials offer a quick and easy way to display torque wrenches. Each tube can be mounted anywhere there’s 3” of free space. Designed to hold 1/4” to 1/2” drive tools. Available as a single unit or a 5-pc display. Torque Wrench Tubes utilize quality USAmade ball swivels to allow users to position the torque wrenches at many angles. Made in the U.S.A. with components assembled in the U.S.A. 

For more information, click on “PD e-inquiry” on


The WORKSKIN Hooded Sun Shirt from Milwaukee Tool is engineered with a custom sweat-wicking fabric, and designed to keep its user dry and comfortable. This shirt features UPF 50+ sun protection and odor-fighting technology. The shirt comes in khaki or gray. 

For more information, click on “PD e-inquiry” on

Professional Distributor I April 2024 I 9 For more information, click on “PD e-inquiry” at 2404PTEN_CanDo.indd 1 3/11/24 2:32 PM


Do YOU stock it?

The following products are among the most requested tools and equipment from recent issues of PD 's sister publication, PTEN. Perhaps you've already received requests about some of these items. Take a closer look at stocking them.

A Covers all makes and models

The GEDORE Thread Reset Tool, No. KL-0173-602 KA, repairs damaged threads without compromising the wheel stud’s strength. The tool offers chipless repair, uses roll-forming technology, and can service the wheel stud in just 30 seconds, says the company. All the user needs to do is attach the tool to the wheel stud, use their 41mm socket wrench, remove it, and the repair is finished. This kit covers all makes and models on the road. For more information, click on “PD e-inquiry” on

C Features reverse tapered threads

The 17mm Emergency Lug Nut Remover, No. 5905, from CTA Tools is designed to take on stripped, swollen, and missing key lug nuts with ease. The reverse tapered threads bite down, restoring grip to remove lug nuts. Redesigned with durable steel, the remover socket is reusable to tackle future lug nut mishaps. The tool is meant to be used with a 1/2” drive impact wrench.

For more information, click on “PD e-inquiry” on A B C E D

B Features three boost modes

The Schumacher Electric 6V/12V 250A Manual Timer-Controlled Battery Charger and Jump Starter, No. SC1667, is a manual charger that gives users complete control over the battery charging process. Some of the benefits included in this tool are three boost modes for quickly and efficiently adding charge to deeply discharged batteries, a heavy duty metal case with an easy-to-read meter, a 135-minute manual timer, six-gauge booster cables, and a rate selection dial. The battery charger can reach up to 12’ with a 6’ power cord.

For more information, click on “PD e-inquiry” on

D Push-on/pull-off feature

The Strategic Tools & Equipment LOCKJAW Ratcheting Flare Nut Wrench is a patented, ratcheting open-ended flare nut wrench that works on metric and SAE nuts, including damaged nuts. Its push-on/ pull-off feature allows the tool to be used with one hand while its ratcheting design allows users to ratchet around the nut without removing the tool from the nut. The flare nut wrench also offers ideal gripping strength. The more leverage exerted on the tool, the tighter the grip on the nut, the company says. Sizes include 8-9mm, 10-11mm, 12-13mm, and 14-15mm as well as SAE sizes: 5/16” by 11/32”, 3/8” by 7/16”, 15/32” by 1/2”, and 9/16” by 19/32”.

For more information, click on “PD e-inquiry” on

E Extend the life of thin-wall sockets

The OEMTOOLS 8-pc Torque Limiting Extension and Thin Wall Socket Set, No. 24228, can help prevent over-tightening of wheel lug nuts and prevent breakage or damage on studs and wheels. By limiting the torque to the required rating, this set can help extend the life of thin wall sockets and allow easier access to tighter spaces. This set comes with four limiting extension bars (65 ft-lb, 90 ft-lb, 100 ft-lb, and 110 ft-lb) and four deep sockets (17mm, 19mm, 21mm, and 22mm).

For more information, click on “PD e-inquiry” on

10 Professional Distributor I April 2024 I

F Modular design for optimal organization

The Ascot Supply 32-Bin Metal Storage Cabinet features a modular design for optimal organization, mounting holes located at the top and bottom, and hemmed bin fronts for retain parts. Additionally, the cabinet is constructed with heavy duty steel that provides strength and stability. The cabinet comes fully assembled and ready to use. The cabinet is 33-3/4” wide by 8-1/2” deep by 19-14” high. The bin sizes are 4” wide by 8-3/8” deep by 4-1/2” high.

For more information, click on “PD e-inquiry” on

FI Includes ID match functionality

The ATEQ TPMS Tools VT67 TPMS and Tire Management Diagnostic Tablet is Android-based and has a large screen, expansive memory, and a built-in camera, making it easy for users to store and manage essential customer data. The VT67 is equipped to handle features such as compatibility with the company’s upcoming TPMS Cloud platform, BLE sensor scanning, and secure gateway. Similar to all ATEQ tools, the VT67 offers 100 percent OE sensor coverage as well as coverage for 20+ aftermarket sensor brands. It also includes ID match functionality, built-in email, Wi-Fi/real-time updating, and more.

For more information, click on “PD e-inquiry” on

GHIG Concave center prevents wheel slip off

The Tool Aid 10-pc Wheel Stud Pin Hanger Set, No. 65180, is designed to thread into the wheel hub of many European vehicles, assisting in safe removal and installation. The set helps align and stabilize brake discs to the hub during service. The pins are color coded, have laser etched sizes for easy identification, and are packaged in an EVA foam tray with their sizes etched into the tray as well. Their concave center also helps prevent wheel slip off. The set includes two of each size: M12 by 1.25, M12 by 1.5, M14 by 1.25, M14 by 1.5, and M16 by 1.5. All sizes are also available individually. For more information, click on “PD e-inquiry” on

H Head flexes up to 15 degrees

The Platinum Tech 1/2” Drive Split Beam Torque Wrench, No. PLT-12250, offers a range from 40 to 250 ft-lbs, with 5 ft-lb increments. It measures 24.2” in overall length and its head flexes up to 15 degrees for improved access. The PLT-12250 is certified DIN ISO accurate to ±4 percent CW (specific calibration results at the time of manufacture will be shown on the included certificate) and each wrench is calibrated according to the ASME B107.3002010 standard.

For more information, click on “PD e-inquiry” on

JJ Prevents rounding of hex fasteners

The GripEdge Tools RPT Hex Bit Sockets are designed to prevent the rounding of good hex fasteners while being able to remove damaged ones. According to the company, the sockets feature patented RPT (rounding prevention technology), delivering up to 50 percent more torque on good hex fasteners, and up to 400 percent more on damaged ones. Each bit is precision machined from S2 steel for increased strength and durability and coated for increased corrosion resistance. All sockets have oversized, roll-stamped, and ink-filled size markings for greater visibility. Available in sizes ranging from 1.5mm to 10mm and 1/16” to 3/8”. For more information, click on “PD e-inquiry” on

Professional Distributor I April 2024 I 11
12 Professional Distributor I April 2024 I

Aftermarket Profile 2024

Find out what shop owners and technicians are buying this year.

The Aftermarket Profile

is a comprehensive profile of the automotive aftermarket that provides insights from over 200 PTEN readers on tool and equipment purchases they’ve made recently or plan to make soon. For years, Professional Distributor readers have turned to this survey to discover what is trending among their customers and within the industry as a whole. No one else conducts research like this, and we sincerely hope it helps you stay up-to-date on new tools you might want to stock on your truck and the equipment your customers are investing in. We’ve included some statistics on trending topics such as ADAS and EVs to keep you ahead of what’s happening in the industry.

Top 5 service opportunities

50% Maintenance service

45 % Diagnostic and electrical services

33 % Reprogramming/ reflashing

31% Air conditioning

31% Suspension repair

Professional Distributor I April 2024 I 13
FG Trade / E+ / Getty Images

2024 budgets for tools and equipment

57% Same as 2023

23 % More than 2023

20 % Less than 2023

Do shops reimburse techs for tool purchases?

70 %

78% of shop owners and technicians have purchased tools based on what they've seen in PTEN magazine.

Where tools are being purchased

84 % Mobile tool distributor (Cornwell, Mac, Matco, Snap-on, independent dealer)

82% Online (Amazon, eBay, ToolTopia, etc.)

69 % Auto parts store (Carquest, NAPA, etc.)

60 % Retail store (Ace Hardware, Harbor Freight, etc.)

39 % Direct from the manufacturer

34 % Bought used/ secondhand

3% other

14 Professional Distributor I April 2024 I
Yes, 100%
/ iStock
partially 9 %
Images Plus

How much do shops spend annually for tool and equipment purchases? (Not including individual tech purchases.)

15 % $0-2,499

15 % $2,500-4,999

18 % $5,000-9,999







Which mobile tool distributor(s) are techs buying from?



18 %

44% of techs either always or often consider whether a product is made in the U.S.A.

Types of media that contribute to shop owners/techs purchasing decisions

Professional Distributor I April 2024 I 15
% $15,000-19,999
% $30,000-39,999
% $20,000-29,999
% 35 % 23 % Independents
75 % Print magazines 44 % Publication websites 48 % Videos 20 % Webinars/podcasts 24 % Events 20 % eNewsletters 20 % Social media Email marketing 14 % 80689720 © Kurhan | BUYING TOOLS & EQUIPMENT 2024 AFTERMARKET PROFILE

60% NAPA Auto Parts

46 % O'Reilly's

37 % AutoZone

34 % Advance Auto Parts

22% Carquest

5 % Bumper To Bumper

4 % Federated Auto Parts


89% Quality

78 % Price

59 % Availability

16 Professional Distributor I April 2024 I BUYING TOOLS & EQUIPMENT 2024 AFTERMARKET PROFILE
Auto parts store(s) techs are buying tools from Top tool purchase considerations
kali9 / E+ / Getty Images
Professional Distributor I April 2024 I 17 BUYING TOOLS & EQUIPMENT 2024 AFTERMARKET PROFILE Percentage of techs/shop owners planning the following purchases in 2024 Hand tools 78 % 32% Tire service tools/equipment 70 % Personal gear 25 % Shop management software 69 % Safety gear 41% Lubrication tools/equipment 42% Lighting 20 % Transmission tools/equipment 76 % Shop equipment 74 % Cordless power tools 32% Air conditioning tools/equipment 52% Pneumatic/air tools 16 % Body shop tools/equipment 61% Repair information services 27 % Leak detectors 53 % Scan tools 26 % Lifts 26 % Tool storage 37 % Battery service equipment 9 % EV charging stations 44 % Brake service tools/equipment 26 % Compressed air systems 56 % Inspection tools 34 % Cooling systems equipment 48 % Preventive maintenance 15 % Alignment equipment Suspension tools/equipment 42% 77 % Chemicals Jacks/stands 34 % 72% Specialty tools 70 % Electrical tools/equipment

Service information sources used in shops




97 %


Top 3 vehicles shops are working on





Are shops working on hybrid and electric vehicles?

18 Professional Distributor I April 2024 I MAINTENANCE AND REPAIR
services performed
Repairs and
Brake .................................................................90% Electrical and diagnostic.................................90% HVAC and engine repair (underhood) ............ 82% Engine performance 78% Alignment, steering, suspension, exhaust ........................................67% Tire and wheel ..................................................63% Fleet maintenance services/ truck and trailer repair 53% Welding .............................................................48% Tire sales ...........................................................46% ECU programming and coding ....................... 44% Hybrid 35% EV service ......................................................... 16% ADAS calibration .............................................. 15% Bodywork.......................................................... 15% Other 10%
Types of vehicles shops are working on
% Asian
% European Yes, both hybrid and electric No, neither one 1% Yes, just electric Yes, just hybrid 35 % 33 % 31% yasindmrblk / E+ / Getty Images
duty vehicles
% Custom/restoration
% Medium
duty vehicles
% OEM 42% Identifix
% Mitchell 1

Do you have a smart battery charger? Percentage

have an AGM battery How

Professional Distributor I April 2024 I 19
of vehicles in the
often do techs
start/stop technology? Percentage of vehicles in the shop that have a lithium battery 22% 2-3 times a week 21% Daily 19 % Never 14 % Once every few months 13 % Once a month 12% Once a week Battery service equipment shops own Battery tester (For testing starting system, charging system, battery capacity, etc.) 93 % Memory saver (Maintains system voltage when battery is removed.) 57 % Reprogramming power supply 33 % Battery maintainer (For battery racks, collision repair, welding applications, etc.) 60 % Portable battery charger 69 % Wheeled battery charger 72% 61% Yes 33 % No 7 % No, but I plan on purchasing a smart battery charger in the next 12 months 0-25% of vehicles 0-25% of vehicles 53 % 89 % 26-50% of vehicles 26-50% of vehicles 31% 7 % 51-75% of vehicles 51-75% of vehicles 13 % 3 % 76-100% of vehicles 76-100% of vehicles 3 % 1% 50845914 © Anatoly Fedotov | 2024 AFTERMARKET PROFILE
shop that

Which do techs prefer, air tools or cordless tools 17


We asked techs and shop owners: Have you replaced your air tools with cordless tools?

77 %

17 %

Yes, I have replaced some of my air tools with cordless tools.

No, I have not replaced my air tools with cordless tools.

5 %

Yes, I have replaced all of my air tools with cordless tools.

Type of A/C equipment in the shop 70 % 18V 46 % 20V 42% 12V 72% 70 % 39 % 34 % 9 % 20 % 14.4V 17 % 24V
Most popular power tool voltage
% Air
% Cordless
% No
15 % N/A
R134a RRR machine A/C hose or line repair kits A/C leak detector/ UV leak detection devices R-1234yf RRR machine Combination RRR machine that works on both refrigerant types 20 Professional Distributor I April 2024 I Dirk Van Geel / iStock / Getty Images Plus Nature / iStock / Getty Images Plus 2024 AFTERMARKET PROFILE

Resources used for training in the past year

Biggest training opportunities

Tire/wheel service equipment that shops own 64 % TPMS tools (includes reset and diagnostic tools) 58 % Tire changers 56 % Wheel balancers 43 % Tire inflation systems 41% Wheel hub/lugnut/ beading tools 39 % Wheel alignment equipment Manuals ............................................................... 54% In-person training (classroom style) ............... 52% Company or organization websites ................... 50% Video (i.e. YouTube) ............................................. 49% Online webinars .................................................. 48% Trade magazines ................................................. 48% Online forums...................................................... 46% Tradeshows.......................................................... 19% Facebook group ................................................... 13% 64 % Electrical/electronic systems Hybrid/electric vehicles.............. 52% Engine performance/ drivability ..................................... 49% ADAS 39% Heating and air conditioning ............................ 25% Diesel engines............................... 23% Engine repair ................................ 20% Automatic transmission/ transaxle....................................... 15% Alternative fuel 13% Water leaks/ wind noise/NVH ..............................7% Professional Distributor I April 2024 I 21 Marjan Laznik / E+ / Getty Images 75339711 © Lightpoet | 2024 AFTERMARKET PROFILE

80% of shops have a diagnostic technician on staff.

47 % of techs see the need to access a telematics tool or device to remotely repair a customer's vehicle.

64 % of technicians used a tool that requires a smart device (smartphone/tablet).

Scan tools/subscriptions techs rely on in the shop

78 % Aftermarket scan tools

28 % OEM specific scan tools

26 % OEM limited-time subscription access

Are scan tools a shop purchase or a technician purchase?



Shop purchase

We have a shop scan tool(s), but I also purchase my own equipment.

7 %

Technician purchase

Do shops offer reflashing or reprogramming?

48 % Yes

39 % No

14 %

I would, but don't own equipment to do so.

22 Professional Distributor I April 2024 I photka/ iStock / Getty Images Plus 2024 AFTERMARKET PROFILE
Photo courtesy of Autel

Diagnostic equipment that shop owners/techs own

Why shops aren't offering ADAS services We asked shop owners: Does your shop offer ADAS services? 64 % TPMS testing tools 67 % Smoke machine 59 % Lab scope/oscilloscope J2534 programming device 38 % Scan tool 88 % Digital multimeter 86 % Battery service equipment 92% Code reader 83 % Thermal imaging camera 39 % Digital inspection tool 57 % Noise, vibration, harshness (NVH) analyzer 19 % Pressure transducers 29 % Videoscope/borescope 66 % The size and layout of the shop is not conducive to target setup................................................................................. 50% Not a profitable opportunity at this time........................................................ 36% Concerns about setup cost 26% Other local businesses already offer this service ......................................... 19% Concerns about training and maintenance .................................................... 18% Need more information on the market for ADAS service ............................. 15% Other 11% 10 % Yes, we plan to offer ADAS in the next year. 9 % Yes, we currently offer ADAS services. 81% No, we outsource ADAS services. ADAS Professional Distributor I April 2024 I 23 2024 AFTERMARKET PROFILE

Survey respondent job titles


Number of technicians in the shop

Shop management investments for

General repair shop (auto, service repair) ...................................................... 55% Fleet..................................................................................................................... 13% Heavy duty trucking and/or equipment ............................................................ 8% Specialty repair shop (exhaust, transmission, performance, etc.) 7% Collision repair/body shop ................................................................................. 6% Import specialist .................................................................................................. 4% New car or truck dealership service center ...................................................... 3% Gas/service station with repair bays 2% Lube service .......................................................................................................... 1% Franchise chain (Midas, Pep Boys, etc.) ............................................................. 1% Repair information 56% Digital inspection tools ................................... 29% Shop management software........................... 28% Recruiting / training technicians 22% Marketing and customer communication tools ....................................... 14% Customer retention software ......................... 10%
of business?
Primary area
of shops under the same owner
91% 1 shop 7 % 2 shops 1% 3-10 shops 1% 10+ shops Owner, President, VP 50 % General Manager 15 % Lead Technician 12% Service Manager 12% Technician 8 % Superintendent/ Foreman 4 % 61% 18 % 6 % 7 % 1-3 4-6 7-9 10+ INSIDE THE SHOP 24 Professional Distributor I April 2024 I welcomia/ iStock / Getty Images Plus 2024 AFTERMARKET PROFILE

Locations of survey respondents




Almost half of shop owners anticipate higher overall revenue in 2024.

of shops
4-9 bays.
% of
shops have 1-3 bays.
% of
Annual shop revenue $0 - 125,000 24 % $125,001 - 250,000 9 % $250,001 - 500,000 15 % $500,001 - 750,000 14 % $750,001 - 1,000,000 15 % $1,000,001 - 2,000,000 12% $2,000,001+ 9 % Professional Distributor I April 2024 I 25 M-Production / iStock / Getty Images Plus 2024 AFTERMARKET PROFILE 6 % Northwest 13 % West 8 % Southwest 15 % North 19 % Central 4 % South 6 % Southeast 22% East 7% Northeast
shops have 10+ bays.

OASIS SCIENTIFIC Vividia CX-6010i Borescope

The CX-6010i allows technicians to take well-lit pictures and videos of hard-to-reach places. To


This Oasis Scientific Vividia CX-6010i Borescope helps technicians take well-lit pictures and videos of hard-to-reach places. It is great for viewing engines, cylinders, and other areas with small entry points. It is also able to create viewing angles that wouldn’t normally be possible without joystick articulation.


• Compatible with iPhone, iPad, and Android, which enables seamless connectivity with devices users already have.

• The 360-degree joystick articulation feature allows for quick positioning. While other scopes can be tedious to angle, the CX series saves technicians time and effort with advanced articulation control.

• A trigger-based locking feature permits extended monitoring once the probe is properly positioned. This can free up a hand that would normally be manually controlling articulation.


• 1MP HD camera with IP67 water and dustresistance for clear, high resolution images in industrial environments.

• Four adjustable brightness settings and a broader focus range than competing borescopes make capturing images easier.

• Small diameter (6mm for the 6010i, 4mm for the 4010i) probe allows increased accessibility. The 4010i is useful for diesel engines, and the 6010i works well for standard applications.

• Detacheable device mounting bracket provides near universal compatibility.

per package. The scope comes inside a reinforced cloth zipper case. The inside is padded to fit the dimensions of the device with a mesh pocket for the manual accessories.

This product was created in reaction to the ever-growing needs of the borescope industry. Individually acclaimed features such as a locking mechanism, advanced articulation, and device compatibility all come together to create this product.


This tool was made in collaboration with Oasis Scientific’s manufacturers. It features a 3.3’ long probe. The probe tube is composed of a wear-resistant metal mesh, while the handle is made of a combination of metal and heavy duty plastic for industrial durability. The device weighs .66 lbs.



PRODUCT IN FOCUS 26 Professional Distributor I April 2024 I Information provided by Oasis Scientific
Contact or visit
watch a video demonstration of this product, visit:


Fuse Buddy Mini Kit

The kit reads circuit amperage draws by plugging directly into the fuse receptacle at the fuse box.


The Fuse Buddy Mini Kit, No. 309A, from Electronic Specialties is normally deployed when there are electrical issues most easily diagnosed at the fuse panel. It can be used to monitor the circuit current draws a er a blown fuse event. Also, some components like fuel pumps and A/C compressor clutches are extremely di icult to access. When a fuel pump draws high currents, it can be a sign of imminent failure.


Fuse Buddy can measure circuit current up to 30A. The LCD resolution is 0.1A, and it can be used on system voltages up to 48V. This kit includes a storage pouch to keep the end-piece adapters in order. The length of the cable from the end piece to the digital meter is 36”. Powered by an A23 12V battery.


• Fuse Buddy reads circuit amperage draws by plugging directly into the fuse receptacle at the vehicle’s fuse box. The end piece is formed into the shape of a fuse for easy insertion. The removed fuse is placed into the side of the end piece, thereby maintaining fused protection during testing.

• This tool does its job quickly and saves time. With Fuse Buddy, you won’t need to fabricate adapters for tapping amp draws.

• Fuse Buddy can read amp draws up to 30A, whereas most DMMs can only read up to 10A. Its higher amp capability jumps that gap and eliminates the need for a current probe.


On the truck, Fuse Buddy can be placed near your DMMs and other circuit testers. This unit is packaged in a clam shell which can be hung on a peg.


• Don’t poke your test leads into the fuse receptacle, Fuse Buddy plugs in without damage.

• The kit tests circuit amperage up to 30A on all three fuse sizes: micro, mini, and ATO circuits.

• Easy connection to the vehicle, plugs right into the circuit at the fuse box or fuse panel.

• This kit features redesigned narrower adapters for better fitment in tight spaces.

• Some problems and components can only be diagnosed by reading the circuit current.


Electronic Specialties has been manufacturing, supplying, and servicing VOM’s and multimeters since 1967. They knew that some technicians were using their multimeters to tap and read circuit currents. When you push your multimeter test probes into the fuse receptacle, the pins can spread apart and cause expensive damage to the fuse panel. They decided to o er a solution which could alleviate this issue and make perfect electrical connections without damage. The idea was to create the Fuse Buddy with an end piece shaped just like a fuse.

Professional Distributor I April 2024 I 27 Information provided by Electronic Specialties FOR MORE I NFORMATION Contact Steve White at 800-227-1603. SUGGESTED RETAIL PRICE $51.98

MAYHEW TOOLS 6-pc Slotted and Phillips Hi-Vis Handled Screwdriver Sets

The fluorescent handles provide easy visibility of the tools while helping to keep them from being misplaced.


A wide array of applications can be completed where a Slotted or Phillips screwdriver is needed for fastening and/or turning corresponding screws.


Many screwdrivers in the market are manufactured in countries outside of the United States. Mayhew wanted to fill the market void, offering users the option to own and use a screwdriver that was 100 percent manufactured in the USA.


These sets are shipped in a corrugated box, five each to a master pack. Each tray set is packed in a white carton with a label and two hang tab cutouts, which are then shrink-wrapped.


• All blades are manufactured in our controlled facility, using tempered high alloy steels and their black oxide finish helps prevent rust.

• The custom heat-treatment and temper process produces the perfect combination of hardness and ductility to achieve strength, durability, and performance.

• All tools exceed ANSI, ASME, and government standards (GGG, ISO).

• Each unit weighs 1.14 lbs.


• These USA-made 6-pc sets feature a combination of the most popular long Slotted and Phillips high visibility screwdrivers, conveniently packaged in a custom molded tray designed to fit inside most tool chest drawers.

• The brightly colored fluorescent handles provide easy visibility of the tools for quick access and use while helping to keep the tools from being misplaced.

• The screwdrivers are part of Mayhew’s bigger, comprehensive made-in-the-USA screwdriver product line, featuring over 100 SKUs; sold individually and as sets.

• Fastener types available in the product line include Slotted, Phillips, TORX, Square Recess, TORX Tamper Resistant, Micro Slotted and Phillips, and Micro TORX.

• With two sets to choose from, one set includes an orange handle on each of the six tools and the other set includes a green handle on each of the tools included.

• The Hi-Vis Screwdrivers are backed by a lifetime warranty.


• Delivering high performance, the ergonomic, anti-roll acetate tri-lobular handle allows for maximum strength and torque transfer.

• The acetate is an extremely rugged, impact and chemically resistant material, including being resistant to all sorts of common mechanical and automotive fluids, ensuring a more secure grip.

• The screwdrivers’ ribbed design on the neck allows for fingertip control and a no-slip grip.

• Providing reliable fastener engagement, each tip is precision CNC machined to industry specifications with tight tolerances. They are concentric, true, and straight with minimal run-out.

PRODUCT IN FOCUS 28 Professional Distributor I April 2024 I Information provided by Mayhew Tools FOR MORE I NFORMATION Contact Mayhew’s Customer Service Department via email at or call 800-872-0037. SUGGESTED RETAIL PRICE $102.51


Wedge XT Flashlight

The light’s handy tail switch and ergonomic design allow technicians to operate it with just one hand.


• The Wedge XT is a compact everyday carry light that fits easily in pockets or attaches to clothing items via its pocket clip.


The high-performance Wedge XT shines a powerful light into spaces an overhead light cannot reach. Auto professionals can simply reach into their pocket for quick access to bright light for inspecting under a chassis, hood, or dashboard. It’s handy for times when searching for a dropped screw or part on the floor, or for pinpointing trouble deep within an engine.


Made from rugged anodized aluminum and featuring a polycarbonate lens, the Wedge XT balances durability with performance. Measuring 4.25” long and 1” high, it weighs 2.62 oz. with the battery. It is IPX7-rated for waterproof operation to 1m; it’s also impactresistance tested to 1m.

To watch a video demonstration of this product, visit:

• The handy tail switch and ergonomic design allow technicians to operate the light with just one hand.

• Because its USB rechargeable battery can be conveniently charged within the light, the Wedge XT will be ready to illuminate a space when needed. Red and green indicator LEDs above the charge port provide charge status.


Modeled after the popular Wedge EDC light from Streamlight, the more compact, ergonomic design of the Wedge XT provides comfortable deep pocket carry for automotive technicians. The Wedge XT replaces the rotary side switch with a tactical push-button tail switch for even easier onehanded operation in an automotive setting. Overall, providing the form, fit, and function requested by customers.


The light ships in corrugated master cartons containing six units per master pack. Streamlight recommends hanging the blisterboxed packages on pegs.


• Measuring just 4.25”, it features a flat, ergonomic design for concealed placement in pockets and a comfortable fit in hands.

• Its tactical push-button tail switch provides easy, one-handed control over the light’s momentary or constant-on operation.

• Comes with two lighting modes:

• High: 500 lm; 1,900 candela, 87m beam distance; runtime two hours.

• Low: 50 lm; 200 candela; 28m beam distance; runtime 11 hours.

• The integrated USB-C lithium polymer cell battery can be conveniently recharged in the light by plugging the included USB-C cord into the waterproof USB port.

• Its TEN-TAP programmable switch allows users to select from high/low or low/high; a FIVE-TAP lockout feature also prevents the light from turning on inside a pocket or a bag.


Professional Distributor I April 2024 I 29 Information provided by Streamlight FOR MORE I NFORMATION Contact Streamlight, Inc. 30 Eagleville Rd. Eagleville, PD USA 19403-3996 800-523-7488 (Phone) 800-220-7007 (Fax)
MSRP of $155


Overcoming space limitations

After being on the road for four years, this Cornwell Quality Tools distributor knew it was time for a bigger truck.

Like many mobile tool distributors, Gary Granados worked as an automotive technician before making the switch. However, when he ended his wrenching days, selling tools didn’t cross his mind. Instead, he took on a new line of work as a project manager for a business.

It wasn’t long after though, that his passion for working on cars and motorcycles, along with his desire to run his own business, brought him back to the automotive industry.

“My hobby has always been to work on them and to use tools, so that’s how I got interested in the [tool-selling] business,” he says.

Granados is now going on seven years as a Cornwell Quality Tools distributor with a route in Northwest Austin, Texas, and enjoys every day.

“I like to talk with the guys,” he says. “I meet a lot of people, and I have some amazing shops.”


After being on the road for four years, Granados knew it was time for a bigger truck. He upgraded his 2002 22’ International 4300 for a custom-built 2021 24’ Kenworth 270.

Having that extra 2’ makes a big difference, Granados notes. If he could’ve, he would’ve gone bigger. However, in the city, there’s not a lot of space.

So, he also expanded widthwise — from 96” to 102”.

“Those 6” make a difference too,” he says.

Aside from gaining more space, Granados made additional upgrades as well, such as a more powerful engine, disc brakes, underbody LEDs, security cameras, and a strobe light for emergencies.

As for the inside, he made the cab “more luxurious” by adding comfortable leather seating and a wood dash, as well as blue accents, a chrome ceiling with blue laces, and all custom storage and shelving in the back.

One of his favorite features would have to be the wrap. It’s the first truck Cornwell authorized a different color,

dark grey, than its traditional white background with the flames, he notes.


Granados knows that to be successful in this career, it’s not all about the tools.

“It’s a combination of things: do you have the tools, do you have the better price, and do you have the better attitude?” he notes.

But keeping a well-stocked truck sure does help.

“My truck is completely full,” he notes. “When they need something, I have it.”

A top seller that Granados makes sure to keep a good stock of is Milwaukee Tool products.

He also always makes sure to stock one toolbox (up to 84”) and two carts at all times.

When asked about his future plans, he would like to add another truck, “But that’s too much of a headache, and I don’t need that right now,” he said, laughing.

30 Professional Distributor I April 2024 I

Show us your truck

Recently upgraded your truck? Have a product display or demonstration area for customers? Share it with us! Contact us at for your chance to be featured.

Professional Distributor I April 2024 I 31
Top Left- When Granados bought his new custom truck, he made sure to include underbody LEDs. Top Right- Granados credits his success to three things: Having the tools, having a better price, and having a good attitude. Middle Left- Aside from gaining more space, Granados added blue accents, a chrome ceiling with blue laces, and all custom storage and shelving. Left Bottom- Granados made sure his new truck was not only 2' longer, but also 6" wider; he notes that extra space makes a big difference. Bottom rightThe tool distributor also always makes sure to stock one toolbox (up to 84”) and two carts at all times.

Time for some spring training

Whether you’re playing baseball or selling tools, brushing up on the basics results in a better game.

Officially, Major League Baseball’s 2024 spring training started on February 13.

So, when does the Major League Mobile Jobber training camp begin? Today!

Every year at spring training the first thing the players work on is physical fitness, catching, fielding, throwing, and batting. They do this to get the rust off and ensure they are doing the baseball basics correctly. It doesn’t matter whether the player is at the 2023 MLB base annual salary of $720,000 or at the level of the Dodger’s Shohei Ohani at $70,000,000 per year.

For a Major League Mobile Jobber the spring training basics are:


• Is your mobile store clean, organized, well-stocked, and attractive? You won’t shop at a grocery store that’s dirty, messy, and has lots of out-of-stock items. Your customers won’t either.

• I just re-read the October 2023 Professional Distributor Show

Me Your Truck article about Cornwell Dealer Tracy Bourdon where he mentions he “keeps all his tools neatly organized with wrenches together, sockets together, etc…” The article then says, “In fact, Bourdon’s organization and cleanliness is one of the things complimented the most about his truck.”


• Are you dependable? If you say you’re going to do something, do you write it down, so you remember and do it? If you can’t do it as promised, do you call the customer and let them know? Do you show up on time on a regular schedule?


• Do you really plan each sales call? Before you walk in the door be prepared for each customer interaction.

• Try this — review a previous presentation where the customers did not buy what you were selling.

• “Last time I was here we talked about a new impact wrench, and you said you really liked the XYZ product I showed you. Since then, I’ve sold several more and the technicians seem to really like (insert some important feature and benefit). I have one on the truck. Would you like me to get it for you?”

• Know the cool, new tool that will be of benefit to their job. And be darn sure you really know all the features and benefits of the products you will be showing on each call.


• Don’t blame an outside influence for your lack of sales.

• “My prices are too high.” Your prices were high last year, the year before, and your prices will be

high tomorrow. Remember you’re selling service and knowledge.

• “My company is driving me nuts.” They probably did before and will again in the future. Tough!

• “My wife, kids, parents, partner, in-laws, district manager, etc. are on my back.” Again … tough! Everyone has real-life issues. Use your selling time to forget about them and concentrate on your customers.


• Be your own critic, sales trainer, and coach.

• Directly after each sales call do a thorough review of the event. This is especially true for your major, big-dollar sales presentations. Exactly what went well during each customer interaction. Did you open well? Did you capture their interest? How did the presentation or demonstration go? Did you explain how the products benefited them? Did you trial close? Did you ask for the order?

• What during each of the calls could have gone better? Were you prepared to smoothly answer the customers’ product questions/objections? Were you able to get the customer involved in the discussion with trial closing and asking questions? Was your demonstration first-rate?

• After reviewing what went well and what didn’t go so well decide

32 Professional Distributor I April 2024 I GO SELL SOMETHING

precisely what you will do differently next time to hopefully produce a better outcome.


• Ask for help. Yea, yea I know. You’re too cool or macho for that and afraid to look weak or helpless by asking for help. Don’t be a knucklehead! You will look a lot worse when you miss your next truck payment.

• A request for help from your DM or company trainer can’t hurt since that is what they are there for. I’m sure you know some of your brand’s superstars. Call a few of them and ask for help. Overall people love to be able to help a friend or associate in need.

• Here’s an idea you probably never thought of — invest a day or two and do a ride-along with a

successful mobile jobber in your area. It could be fun, relaxing, and you may learn a trick or two. Just a day or two off your truck may be all the spark you need.


• Go to the Professional Distributor website VehicleServicePros. com. Access their archives and read some of the previous Go Sell Something articles.

• Go on Amazon and type “The One Minute Salesperson.” It’s one of the best sales skills books available. A final thought. The MLB hit average in 2023 was 2.5 hits for each 10 times at bat. The league leader was only one hit more per 10 times at bat at 3.5 hits. Only one hit more. The basics of sales, like baseball, are pretty simple. It’s the execution every day and every play that separates the base salary players from the superstars.

Set yourself up to be a Major League Mobile Jobber leader in 2024.

1. Know your products.

2. Take care of your customers.

3. Take care of your employees. That is, you and your partner, your spouse, your helper.

4. Keep your truck looking sharp and up to date.

5. Ask for the order. Now, go sell something.

ALAN W. SIPE has spent the last 42 years in the basic hand tool industry including positions as president of KNIPEX Tools North America, senior vice president of sales and marketing at Klein Tools, manager of special markets at Stanley Tools, and sales manager at toolbox manufacturer Waterloo Industries. Currently, Sipe is the owner of Toolbox Sales and Consulting, a company specializing in sales strategy, structure, development, and training.

Professional Distributor I April 2024 I 33
Photo courtesy of Craig Starks


Diagnostic Test Equipment

By detecting an issue in a vehicle before it becomes disastrous, technicians save themselves time, money, and a potential headache. Keeping your truck stocked with diagnostic equipment will not only help your customers find problems at the source, but it will assure them that you’re staying up to date on the latest technology. From scanners and tablets, to leak detectors and more, check out these diagnostic tools to keep on your truck.


The Innova Electronics Updated Smart Diagnostic System Tablet , No. SDS 7111, is a bidirectional scan tool now with an improved link time of 50 percent and a user interface that can more quickly access OBD-II and OEM diagnostic functions. Its added features and functions are designed to help technicians diagnose and service more vehicles. Additionally, the new OEM diagnostic function allows instant access to vehicle systems with the ability to select a system such as adaptive cruise control or ABS for further diagnostics, as well as being able to perform dealership-level bidirectional controls, routines, self-tests, and calibrations. Workshop tool has expanded to offer easy access to more than 30 of the most essential functions used daily such as ABS bleeding, diesel particulate filter (DPF) reset, injector coding, maintenance reset, and more. 

For more information, click on “PD e-inquiry” on


Hunter Engineering’s Ultimate ADAS system is designed to eliminate errorprone manual layouts common to static ADAS calibrations. It combines Hunter’s standard-setting alignment technology with a guided target placement system for around-the-vehicle coverage. Gimbalmounted lasers are the key component, replacing the inexact guesswork for strings, plumb bobs, and tape measures to cut setup time by 70 percent for certain procedures. The gimbals’ onscreen guidance provided by Hunter’s WinAlign software increases target placement precision by automatically compensating for non-level floors, monitoring for placement errors, and confirming accuracy with laser measurements each step of the way. Currently, exclusively available to Honda and Acura dealers. 

For more information, click on “PD e-inquiry” on


The Performance Tool Radiator Pressure Test Kit , No. W89746, is designed to test pressurized cooling systems up to 30 psi on vehicles to help detect internal and external leaks. The gauge offers psi and bar measurements. The kit includes a hand pump with a 35-psi gauge, a thumb-operated relief valve, and quick-connect adapters. 

For more information, click on “PD e-inquiry” on


The Rechargeable Thermal Imager, No. T1270, from Klein Tools is designed to capture, store, and share thermal images with its Wi-Fi capabilities. The screen has over 10,000 pixels to troubleshoot hot and cold spots. Features user selectable high and low temperature alarms from -4 to 752 degrees F. The imager has adjustable emissivity from 0.01 to 0.99 and users can switch between different color palettes to best capture the event (ironbow, rainbow, or grayscale). Included with the tool is a rechargeable Li-ion battery. The imager is 6.6’ drop test protected. 

For more information, click on “PD e-inquiry” on


The Proflex+ Pro MX-700T Smoke Monster Leak Locator is a twoin-one machine for EVAP and turbo, or for needing higher air pressure. The MX-700T offers a LCD screen and LED flow meter to provide exact/ precise readings, a built-in air compressor for portability, an air leak decay test as well as visual and audio warnings and detections to indicate whether the vehicle passes or fails testing. Additionally, it features CeramiHeat technology, manual/automatic modes, a pressure type selector, and is compatible for use with mineral/ baby oil and dye. The unit comes with an accessory case with all required parts. 

For more information, click on “PD e-inquiry” on

34 Professional Distributor I April 2024 I Diagnostic Test Equipment


The CJ4R Scan Tool from Injectronic is used by technicians for its roughness, ease of use, affordable updates, and lab scope combination, says the company.

The tool features remote functionality and a 7” touchscreen LCD color display.

The CJ4R is mainly used for automotive diagnostics, and by adding the color display, more information and parameters can be analyzed, along with additional features for easy operation. The oscilloscope includes more waveform analysis and offset manipulation. The CJ4R, in its original configuration, utilizes a durable monochrome display, but with the CJ4Shark android device, it can operate as a complete touchscreen control without losing functionality. 

For more information, click on “PD e-inquiry” on


The TP150 TPMS Diagnostic Tool from Xtooltech USA integrates tire pressure programming, tire pressure diagnosis, and tire pressure matching. It supports activation of 315MHz to 433MHz tire pressure sensors and can wirelessly program up to eight Xtooltech TS100 universal tire pressure sensors. 

For more information, click on “PD e-inquiry” on


TOPDON’s 2023 UltraDiag is a wellrounded diagnostic tool upgraded for the modern automotive market. The device features OBD-II capabilities, full-system diagnostics, and eight maintenance service functions. Advanced functions include the repair data library and bidirectional control for in-depth repairs and troubleshooting. The 2023 version has many new features, including updated software, a wireless Bluetooth VCI, and key programming. The 2023 UltraDiag has comprehensive key programming capabilities, including PIN reading, key learning, remote control learning, and all keys lost. 

For more information, click on “PD e-inquiry” on


The Autel MaxiSYS Ms908CVII is a 9.7” wireless touchscreen tablet with advanced diagnostics coverage for light, medium, and heavy duty vehicles. The tablet can read and erase codes, view and graph live data, and perform bidirectional control active tests. Additional features include all systems fault detection via auto scan, an expert mode to enable technicians to access the system directly, a service menu with over 40 service functions, and wireless printing. 

For more information, click on “PD e-inquiry” on



(5) t st l ad ass mbli s and

(8) t st conn ctors in a hard cas

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18 AWG PVC wir is us d for th t st l ads; l ngths ar 18 in, 48 in, and 144 in

All parts utiliz standard (4 mm) banana sock ts and plugs

R qu st custom kits to m t your t st l ad and conn ctor r quir m nts

Professional Distributor I April 2024 I 35
2404PTED_EZHook.indd 1 3/8/24 3:02 PM For more information, click on “PD e-inquiry” at


The Super Ranger MUTT from Innovative Products of America is a self-contained, ultra-portable electrical and ABS trailer tester. This easy-to-use, remote-controlled trailer tester with advanced ABS and trailer light diagnostics includes an internal lithium battery, is microprocessor controlled, and features ideal current sensing, computer-controlled circuit protection, live circuit monitoring with automatic pass/fail calculations, as well as digital voltage and amperage draw readout. The Super Ranger MUTT offers full diagnostic capabilities while working onsite, offsite, or in the field, making trailer testing, fast, easy, and convenient. 

For more information, click on “PD e-inquiry” on


The Matco Tools Maximus 5.0 diagnostic scan tool is ideal for master technicians. Engineered with advanced technology, the Maximus 5.0 is designed to deliver a combination of automotive intelligence, quick navigation, and ergonomic handling for optimal efficiency. Offering a new intuitive user interface, a larger touchscreen, increased memory, and extended battery life, the Maximus 5.0 comes fully equipped and is available with carline (No. MDMAX5CL) or carline and heavy duty software (No. MDMAX5CLHD). 

For more information, click on “PD e-inquiry” on


The MVT Battery and Electrical System Tester from Midtronics is designed to bring accuracy and efficiency to battery diagnostics, making it an ideal tool for automotive technicians and quick service centers. The MVT features a 3.5” color display, an intuitive user interface, a rechargeable internal battery, and comes with field-replaceable cables. It provides a diagnosis of discharged batteries in the vehicle, eliminating the need for charging, and offers reliable battery diagnosis in the presence of vehicle system noise interruptions. It also provides battery diagnosis when the cold cranking amps rating is not visible as well as provides instant test results with no user input required in most quick lane testing scenarios. 

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Exair’s Updated Ultrasonic Leak Detector (ULD) is a handheld instrument designed to help locate the source of leaks in a compressed air system. With this tool, testing the various unions, pipes, valves, and fittings of a complete installation can be done at distances up to 20’ away. The ULD can detect the vibrations of high pressure gases, creating an audible sound through supplied headphones as well as indicating intensity via front-facing LED display as it moves closer to the leak origin. Adjustments can be made to filter out background noise with “+” or “-” buttons for fine-tuning sensitivity. The updated ULD offers an increased ability to detect leaks in hard-to-reach areas while complying with the IEX 61326-1 standard. 

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36 Diagnostic Test Equipment DRIVING SALES New Relay Buddy! Call 800-227-1603 for more info. -
Super Relay Buddy® New Relay Buddy!
Full 7 Amp load during the test
Relay voltage drop monitored
Ten second test!
Test results displayed as red,green or yellow for caution
Tests 7 different 12 volt relays
More effective test finds intermittently bad relays
Super Relay Buddy® Pro Kit
Kit includes adapters for expanded test coverage - 10 different 12V relays 2209PTED_ElectronicSpecialties.indd 1 8/2/22 1:43 PM
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The Fluke 5.5mm Scope with 0.7m Articulating Camera Probe is compatible with the Fluke DS703 FC Video Borescope. The high-definition camera head provides ideal resolution at 1280 x 720 (720p), and the articulating head can bend up to 180 degrees, which makes inspections in tough-to-reach areas easier. With a 5.5mm diameter, the camera probe is designed to pass through spark plug and injector ports with ease. Ideal for a complete valve inspection. Includes a carrying case. 

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The i53BT Multi-System Tablet Scanner from Foxwell is a diagnostic scanner with wireless VCI Foxlink I and an Adroid 9.0 operating system that is designed to deliver OE-level diagnosis for different car brands. The scanner supports the most commonly required service and coding features. Additionally, the scanner can run bidirectional tests, supports CAN FD/ DoIP, features wireless connection and a one-touch update, and automatically reads VIN. 

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TEXA provides a diagnostic platform capable of scanning passenger cars, heavy duty vehicles, motorcycles, ATVs/UTVs, boats, agricultural, and construction vehicles by operating with all of the TEXA IDC5 licenses, to provide a versatile modular diagnostic environment. TEXA IDC5 software easily adapts to any vehicle connection to confirm vehicle system issues and provide advanced diagnostics. Today’s repair specialists must be capable of working on a range of complex vehicle systems while using different diagnostic protocols and connection modes. 

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Professional Distributor I April 2024 I 37 The QUALITY Battery Chargers Professional Technicians TRUST
IWANTTHEBLUEONE 6009AGM 6012AGM 6006AGM IBC6008MSK AMERICAN MADE, FAMILY OWNED SINCE 1948 5043 Farlin Ave. | St. Louis, MO 63115 800-949-1472 | CELEBRATING 75 YEARS Legendary Power and Quality • Safe in Any Weather ECO FRIENDLY ENERGY EFFICIENT 2403PTED_Associated.indd 1 2/15/24 8:22 AM
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The Launch Tech USA ELB300 EV Battery Pack Cell Equalizer is a battery maintenance diagnostic tool for EV batteries and technology. The ELB300 diagnoses numerous issues including inconsistent cell voltage, and individual battery cell capacity variances. It is designed for new energy batteries such as lithium iron phosphate, ternary lithium, and lithium manganate, and can quickly solve the cruising range degradation caused by the difference in cell capacity due to inconsistent cell voltages. It features a 7” LCD touchscreen, has Bluetooth and Wi-Fi capabilities, and is easy to carry and transport. n

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The Rotary Mobile ADAS Calibration System is designed to offer shops a quick and cost-efficient way to perform static and dynamic calibrations and resetting of ADAS correctly with fewer physical targets. The portable system features a 75” 4K HD monitor that creates digital non-scaled vehicle targets, 360-degree motion casters, accurate laser positioning of machine to vehicle via Bluetooth technology, step-by-step guided frame adjustments to reduce errors, and offers software versatility for users to choose an OEM or MCS Windows-based tablet. The system is also customizable with four different levels to choose from. n For more information, click on “PD e-inquiry” on


The 12V/24V Sensor Voltage Probe by Prologics can emulate signals generated by different types of sensors in a vehicle. Simply set the output voltage to the correct value and activate it with either 3A or 150mA on a permanent output or with a switch. Whether checking the component independently or using a diagnostic scanner, this voltage probe is designed to make it easy to identify if the fault lies in the sensor or its connection. The Sensor Voltage Probe can also be used to measure resistance up to 5K Ohms. n

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The MT03A Milliohm and Motor Tester Kit from Pico Technology is designed for fast and accurate earth-bond testing in compliance with UN ECE R100 regulations, meeting the needs of users in a wide range of industries, including automotive, off-highway, heavy duty, industrial, marine, rail, mining, heavy equipment, access machines, and renewable energy. It’s capable of measuring the resistance of all windings in a three-phase motor in under a minute, producing precision results with available automatic temperature compensation. In addition, its minimum test current of 200 mA makes it well-suited for widespread usage evaluating fuel pumps, air-conditioning motors, regeneration pumps, blower motors, camshaft controls, EGR valves, turbo actuators, and more. n For more information, click on “PD e-inquiry” on


The Teledyne FLIR E6 Pro is a rugged point-and-shoot thermal camera designed to help inspect, locate, and diagnose automotive problems quickly using 240 by 180 thermal resolution (43,200 pixels) and vibrant thermal imagery supported by FLIR-patented MSX (multi-spectral dynamic imaging). Featuring a 3.5”, 640 by 480 resolution touchscreen, the E6 Pro allows users to edit and organize photos, add detailed notes, and upload files directly from the camera to the FLIR Ignite cloud for convenient access from any device. Users can also share images with customers and create quick reports directly in FLIR Ignite or create advanced reports in the FLIR Thermal Studio. n

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38 Professional Distributor I April 2024 I Diagnostic Test Equipment DRIVING SALES
AOB Products Company (800) 338-9585 2404PTED_AmericanOutdoor-REV.indd 1 3/18/24 3:28 PM For more information, click on “PD e-inquiry” at RECENTLY UPDATED YOUR TRUCK? SHARE IT WITH US AT EDITOR@VEHICLESERVICEPROS.COM HAVE IT FEATURED IN SHOW ME YOUR TRUCK!
40 Professional Distributor I April 2024 I ON THE SCENE LisLe Corporation CurrentLy pays royaLties to over 120 individuaLs. Lisle has been in business for over 110 years and for over 40 years have been working with individuals on an award or royalty basis. If you have an original tool idea which others may need, we have a procedure to evaluate your idea. Respond now to request an idea disclosure packet. P.O. Box 89 • Clarinda, IA 51632-0089 712-542-5101 • Fax 712-542-6591 turn your tooL idea into Money One week, three tradeshows The Professional Distributor editors traveled to
to cover some of this year’s mobile tool distributor shows.
Denver, Colorado
Orlando, Florida
A highlight from the Matco Tools Expo was a display of three new graphic design choices in their toolbox line. Photo courtesy E. Markham New toolbox colors were revealed at the Cornwell Rally. Photo courtesy M. Hudson
Did you know the Matco Tools Maximus 5.0 is water-resistant? Here’s proof.
courtesy E. Markham
Cornwell tools through the ages. Photo courtesy E. Carder
Professional Distributor I April 2024 I 41 Text 404-948-6700 maximize your space maximize your sales wholesale: Tiger Tec “OUT THE FRONT” knives tool truck tested consumables custom: displays, interior remodels over 20 years experience owning/ customizing tool trucks 2403PTED_PSPerformance-ToolTruckEssentials.indd 1 1/30/24 3:46 PM 800.631.2002 Tired Of The Aggravation You Get From Your Current Supplier? Distributors Wanted SERVICE | SUPPORT | PEOPLE Make The Change 2404PTED_MEaglesTool.indd 1 2/28/24 4:20 PM
edition teal thunder colorway at the Matco Tools Expo. Photo courtesy E. Markham The Mac Tools dragster racecar. Photo courtesy E. Markham Distributors explored the inside of one of the Cornwell tool trucks on display at the rally. Photo courtesy M. Hudson Madison Gerhardt took home an official Matco Ratchet Repair Belt after winning the Ratchet Repair Contest. Photo courtesy E. Markham Cliff Lu from Induction Innovations gave one of the youngest “distributors” at the show a product run-down. Photo courtesy E. Markham

Moving in a new direction

After nearly two decades as an automotive technician, Mac Tools distributor Stephen Fultz knew it was time for a change.

Stephen Fultz, a Mac Tools distributor based out of California, spent around 20 years as a technician in the independent world. For some time, he had been thinking about switching careers, and with his father’s passing it became difficult for him to continue in automotive.

“I just wasn’t happy anymore,” Fultz says. “It wasn’t until my father passed that I [thought], this isn’t right for me anymore.”

The passion he’d had as a technician had run its course, and it was time for him to move on. In December 2021, Fultz officially made the switch over.


Understanding how a tool can fulfill a technician’s needs is crucial when promoting products. Fultz’s background as a technician gives him an edge when it comes to selling tools to his customers. He’s seen both sides of the industry in his career, and now as a distributor his eyes are open to the intricacies of how it operates.

“I bought off of tool trucks for almost two decades...and now I [see] how it operates from the tool side instead of the [technician] side,” says Fultz. “There’s a lot that goes on behind the scenes that you don’t ever realize.”

A technician mindset has helped Fultz interact with his customers, but

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Share the ups and downs of life on the road with us at and you could be featured in our next Tales from the Road column.

more than that it helps him decide what to stock on his truck. For the most part, Fultz can anticipate what tools or equipment his customers will need based on what kind of repairs they perform. Still, there’s always more opportunities to learn.

By listening to his customers’ needs, Fultz is able to grow his business alongside them, branching out when he needs to.


Listen to your gut. For people who are considering a career in tool distribution, Fultz advises them to go with their gut. It might seem daunting to change careers, but you’ll never know the outcome if you don’t try.

Keep the old along with the new. In his route in Southern California, Fultz stops at dealerships and independent shops. For the dealerships he services, they tend to purchase a lot of

hand tools for general maintenance on vehicles that aren’t necessarily that old, with the goal of getting cars out quickly.

However, independent repair shops see a range of vehicles from old to new so they need the proper tools to get the job done. To meet their demands, Fultz offers products that will service the new cars, but also keep older cars on the road. He reads his routes so he knows what tools will sell where.

Stay consistent. In this industry, staying on top of things is part of what makes you successful. By keeping himself available to his customers, even if it’s just a phone call, his customers know he’s there for them and he values their business.

As for the future, Fultz would like to add a second truck and expand his customer base. With a second truck, he could offer ride-alongs for people interested in getting their foot in the door of the industry.


Music for the road

Anything from Johnny Cash, to Slayer, to new music from other countries and cultures.

Never leave home without

A good attitude and a smile.

Tactics for getting customers on the truck

A candy bowl, energy drinks, water, and constantly changing the layout of tools.

42 Professional Distributor I April 2024 I TALES FROM THE ROAD
Fultz makes sure his customers know he's there whenever they need him. Photo courtesy of Stephen Fultz Don’t like updating online? Contact customer service at 847-559-7598. NEW PRODUCT INFORMATION • BEST PRACTICES TIPS TO MAXIMIZE SALES • GROW YOUR BUSINESS RENEW your subscription UPDATE your contact information SUBSCRIBE to Professional Distributor magazine SIGN UP FOR FREE OR RENEW BELOW!



•Easiest Solution - uses harmonic vibration to quickly and effectively loosen stuck/frozen fasteners

•Compact Design - reaches fasteners in restricted access areas

•Avoid Frustration - fit into small spaces saving time by focusing on the repair





•Easiest Solution - air hammer-assisted for force and vibration to loosen the most rusted sensors

•Avoid Frustration - allows most sensors to be quickly and easily removed without damaging the threads

•Versatile - Chevy Duramax, Dodge Cummins, Ford Power Stroke, Jeep/RAM ECO Diesel, Kenworth, International, Detroit, & Volvo

LT1900 | LT1910 | LT1920 | LT1930
LTITOOLS.COM (855) 464-6458
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