Preparing for Winter Tire Sales - Tire Review Magazine

Preparing for Winter Tire Sales

Before the snow starts flying, it's a great time to review customer needs for grader tires

Summer is in full swing and while winter may not even be on your radar, now is the time to focus on firming up orders for accounts that require grader tires to help keep the roads clean throughout the cold and snowy season.

Earlier this year, winter refused to go away, leaving many states with late snowstorms that kept the grad­ers working well into the spring. Then the rains came and brought additional challenges in road upkeep in many states. With the additional use, demand for grader tires could be much higher than in years past. working with a government agency on its winter grader tires should be no different than working with a quarry or construction customer

This time of year many customers require your focus, as equipment uptime is critical for construction and quarry operations. This being true, many salespeople tend to wait to solicit the winter grader tire orders until September or October. For some, the process starts when the phone call comes from the account asking for grader tires. But by that point, it may be too late – depending on the demand and supply from the manufacturer – for the sizes required.

Selecting the correct grader tire design and manufacturer is important to both the customer and, most importantly, the operator. It used to be easy as all agencies used the bias G2 Sure Grip design in a 13.00-24, 14.00-24 or 17.5-25. Today, graders use sizes from a 1300R24 through a 29.5R29, and for most government agencies and contractors, the common sizes range from 1300R24 to 23.5R25.

As graders have become more productive, the bias tire is no longer the choice for new graders. Many applications now require radials.

Additionally, graders can be equip­ped with a “V” plow in the front, the regular blade fitted for the machine, and a hydraulic wing plow that extends out from the main blade for snow removal. These attachments not only create extra weight, the torque required to move the grader puts additional demand on the tire.

With that being said, how many times have you talked to a government agency or customer about the importance of air pressure checks for their grader tires? Be sure to check and verify that there is a maintenance program in place to check the pressure at least weekly.

Next, have you done a complete tire inspection on the graders like you do for your other customers? Selling a government agency should not be any different than working with one of your quarry or construction customers. It is just as important and will help you retain the business for many years.

Grader Load and Inflation
What is the correct air pressure for the grader tire? This is a very difficult question and one that takes time to address. Until you know the weight of the grader with all attachments, you will 0not be able to determine the proper air pressure.

To help address the additional demand on the tires, many manufacturers are producing their grader tires as two-star rated just to handle the extra loads. Remember that grader tires are rated for a maximum speed of 25 mph. If the grader exceeds the maximum allowable speed, then you will have to take that into consideration and adjust the pressure based on that anticipated maximum speed.

The greater the speed, the less the tire can carry. For example, at 30 mph the load capacity is reduced 9%. The chart below shows load capacity based on the speed of the grader; the information, which came from the Bridgestone Americas OTR databook, shows in more detail the effect of speed versus loads.
This chart, which shows load capacity based on the speed of the grader, details the effect of speed versus load. (Courtesy of Bridgestone Americas OTR databook)
Just as with haulage and loader tires, the same rule applies: for every 1% change in the load on the tire, the inflation pressure must be increased by 2% to a maximum of 14% in total. However, the pressure cannot exceed the manufacturer’s specifications noted in its engineering databook. To be on the safe side, you should always contact the manufacturer sales representative or the tire engineer to ensure that the suggested air pressure is correct to properly carry the load safely.

Graders are very sensitive machines. That is why the tandem axles must have the same tire construction at all wheel positions – all radial or all bias tires. Do not try to mix construction types, regardless of how convenient it may be for you or the customer.

It also is very important to stay within the grader manufacturer’s specification for maximum overall diameter difference allowed. Any deviation from this spec could cause damage to the grader drivetrain.

Optimal Tread Designs
Traction and ride are critical, so the customer looks for the best tread design in both new and retreaded tires to maximize the performance of the grader. Talk with the customer to determine if they are satisfied with what tire is currently being used or if a better alternative is required.

In the snowy regions of North America, customers tend to favor all-season tread designs due to their excellent traction and ride. While there are many offerings today, they are not the same. For example, the lugs will vary from wide to narrow, the tread radius from wide and flat to narrow and more rounded, etc. Even siping in the tread can make a major difference in traction in rain, slush and snow.

Another issue is whether the tire design holds stones. There is nothing worse than an operator complaining about a grader traveling from dirt to a hard surface and throwing a stone. This could cause some damage to the machine or to a vehicle following or passing the machine – not to mention stone retention that could damage the tire and casing.

Talk with the customer to determine what they are looking for and what issues they have encountered – if any. You can then make a solid product offering to meet their expectations.

Many agencies use chains for traction, but through the years many operators have found that some all-sea-­ son grader tires offer the required traction and they have discontinued using chains.

If chains are still used, you need to make sure that they fit the tire and that the links do not wedge down between the lugs. In time, the links will work into the casing, possibly taking the tire out of service before the tire is worn out and resulting in a casing that is ineligible for retreading.

When fitted properly, chains work well but require more maintenance. Be sure to work closely with the chain manufacturer. Provide the needed training for the customer on the proper maintenance practices to maximize the life of the chains and tires.

Success with Government Contracts
Many salespeople see government business as easy and low maintenance, but it is no different than your construction, mining or quarry business. Government agencies are looking for ways to reduce tire and ser­vice costs, working on tight annual budgets that most likely are being reduced each year. So what can you do?

• Start by asking questions about current applications, operating environment and concerns

• Do a complete survey of the graders and drive some of the routes to better understand the surfaces and conditions on which the graders operate

• Explain your findings and make your recommendation as to the correct tire and air pressure to maximize the performance of the tire

• Monitor the performance and provide the customer with tire re­cords showing details about inflation pressures, wear rates and the resulting cost per hour or mile (depending on how the customer measures tire performance)

Be proactive and take the extra step with government agencies, the same as you would for other custo­mers. Set up regular inflation maintenance programs, offer training to the operators and share the performance data quarterly. This will help to determine the best tire for the operation and can tighten up the service and maintenance needs.

Sell what fits the application and not what has been sold in the past. There are a lot of great offerings for grader fitment; be sure to recommend the tire you feel will work the best and cover the features and benefits.

Last, be sure to ask for the order as you would for your other customers.

Planning now and setting up your calls to the government agencies will pay long-term benefits. The snow will be back in some areas in the next two to three months.  

You May Also Like

Hankook features SmartLine TBR tires at TMC 2024

Hankook said both the SmartLine AL52 and SmartLine DL52 include hidden groove technology, which adjusts tread patterns as the tire wears.

Hankook-TMC-2024

Hankook Tire unveiled its SmartLine AL52 and SmartLine DL52 truck bus and radial (TBR) tires as part of the 2024 Technology & Maintenance Council (TMC) showcase hosted by the American Trucking Association (ATA) in New Orleans from March 4-7. In addition to its latest TBR products, Hankook Tire showcased its tire-mounted sensor technology (TMS) and Fleet Management Solution (FMS) designed for commercial vehicle operators.

Cracking the case of the cracked loader tire casing

Let’s evaluate how loader operators spec tires.

Yokohama-Cracked-Casing-OTR-Tires-Yard-1400
Maxam releases new sizes for its AgilXtra I-3 implement tire

Maxam said its AgilXtra radial tires are designed with a steel-belted construction utilizing a directional tread design.

MAXAM-agilxtra_th
Yokohama Off-Highway Tires releases new Galaxy MFS 101 forklift tire

The Galaxy MFS 101 Severe Duty Solid tire comes in 28 sizes, for rims ranging from 8- to 15 in.

GALAXY_MFS101_SDS_30
GRI introduces new radial flotation tire, the Green XLR F88

The Green XLR F88 was specially designed and developed for slurry tankers and trailers.

GRI-F88-1400-red

Other Posts

Apollo Tires showcases longhaul truck tire range at TMC Expo

Apollo Tires’ steer tire EnduMile LH front, drive tire EnduMile LHD and trailer tire EnduMile LHT are fully available across the US.

Apollo-Tires-TMC-24
Goodyear adds the RSA ULT, RTD ULT to its RangeMax tire line

Goodyear said the all-position tires help deliver range efficiency through low rolling resistance and long miles to removal.

range-max-RTD-angled
Hankook launches new Winter icept iZ3 studless winter tire

The manufacturer said its Winter icept iZ is designed for compact and full-size sedans, while the icept iZ X is designed for the SUV segment.

Hankook-Winter_icept_iz3
Pirelli releases Scorpion Zero AS Plus 3 all-season UHP tire designed for SUVs and light trucks

Pirelli said the tire combines the sporty performance of its Zero product line with the durability of the its Plus line.

pirelli Scorpion Zero AS Plus 3