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Lots of inventory, ability to deliver quickly are keys to selling to auto techs, study says

Tuesday, April 14, 2015 - 07:00
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If you want to be the preferred auto parts supplier to today’s automotive technicians, carry a lot of inventory that you are able to deliver to them quickly.

Techs surveyed in the Aftermarket Business World Technician Attitude Study overwhelmingly agreed that a wide availability of parts is the primary reason they have a preferred supplier. Techs selected this as the most important reason they prefer a supplier in eight out of nine product categories.

Fast delivery was the second most important attribute as it was rated the first or second most important reason in five out of nine product categories, and third most important in four categories.

Good relationships were the third most mentioned reason why techs prefer to use certain suppliers. Price came in a distant fourth and did not rate in the top four reasons that techs prefer a supplier in four of the nine product categories.

Auto parts retailers and jobbers were consistently chosen as the most preferred purchasing channels by auto techs. Parts retailers were selected as the most preferred or second-most preferred purchasing channel in eight of the nine product categories surveyed, while jobbers were picked No. 1 or No. 2 in seven of the nine categories surveyed. Warehouse distributors were a solid third most preferred purchasing channel for techs.

Auto parts retailers also were chosen first as the actual auto parts source of techs in six of the nine product categories. Warehouse distributors and jobbers were a close second and third, respectively. Click here top see the study.

Methodology: The Aftermarket Business World 2015 Technician Attitude Study was fielded to readers of sister publication Motor Age via email. Study results are intended to show general industry trends, not statistical certainties.

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