I realize that kits are nearly as old as the aftermarket. But this new trend is different in that these kits cut across multiple product groups. These kits are built around specific repairs and, according to their advocates, contain "all the parts" a technician might need to do the job. Some examples include timing belt kits that contain a timing belt, tensioner and pulleys and water pump kits with the pump, gaskets, clamps and hoses. A more extreme example is a timing belt kit that includes a water pump.
What strikes me about these kits is the range of parts included. When operating from the perspective that a kit should have "all the parts a technician might need," where does one draw the line? Should one include antifreeze or a thermostat; or perhaps a radiator in a water pump kit?But my real consternation comes from the duplication of inventory that these kits create. Given the relentless pace of parts proliferation and the financial burden it places on everyone in the supply chain, why on earth would anyone choose to duplicate even one SKU in their inventory?
Some resellers I spoke to said there is concern on the part of technicians and DIYers that they will find themselves in the middle of a job and missing a critical component. The kit approach is seen as assurance that this problem will be avoided. Others spoke of the convenience of the tech ordering a single part number and getting everything he or she needs.
Others voiced concern over accuracy in vendors' electronic catalogs regarding "related" items. They claim their techs are more confident in kit accuracy when the manufacturer specs the parts and puts them in the box. Possibly the most disturbing revelation was that techs don't trust their countermen to know the range of parts required for a complete job.
When a tech puts more faith in the manufacturer to know "what is needed to do the job" than in a counterman's ability to send the right parts, he is really taking issue with the accuracy of the electronic catalog the jobber is using. Likewise, the "convenience of ordering a single part number" is a reflection of the inability of existing systems to bundle data into kits at the point of sale.
The common theme here is an axe I grind repeatedly: The general ability of the aftermarket to share data between trading partners that enables everyone to sell more parts is dismal.
The fact that we are willing to duplicate millions of dollars of inventory with kits is testimony to how far we are willing to put our heads in the sand. I just don't understand the logic of investing in more inventory to solve this problem rather than fixing the root data.
Bob Moore is president of Bob Moore & Partners, a consulting firm that specializes in the automotive aftermarket. Moore, a SEMA board member, can be reached at [email protected].
