Most drivers have not grown up with the knowledge of what TPMS is, so your customer may not understand why TPMS service is necessary.
Before selling the value of TPMS to a customer, your shop should have the knowledge and equipment necessary to perform TPMS services in a timely manner. Time is money, and spending less time on the job performed puts more money in a technician’s pocket and shop’s bottom line.
Invest in TPMS Training
Everyone in the shop should have a general knowledge of TPMS to be able to best explain TPMS to a customer. Some of the basics that can be easily taught to technicians can include:
• What is TPMS and how does it work on a vehicle, including direct and indirect TPMS systems
• TPMS signal, like a solid TPMS light vs. flashing TPMS light
• Typical service procedures, including programming the sensors and resetting the TPMS system through relearn procedures.
Customer TPMS Education
The best approach is to sell your customers on the fact that your shop can restore their TPMS system back to working condition and turn the pesky light off. Educating customers on the basics of TPMS is the best way to help them understand the benefits and how it can increase performance and safety of their vehicle. Let them know the many benefits of having a proper working TPMS system such as:
• Improved fuel economy – Proper tire inflation can save on fuel consumption and cost. Driving with under-inflated tires burns more gas with every mile driven.
• Road safety – Driving with under-inflated tires can be dangerous. The TPMS warning light allows the driver to fill up the tire to placard standards to prevent a tire blow out. Properly inflated tires also will improve the overall handling of driving a vehicle, lowers the risk of hydroplaning and reduces braking distances.
• Decrease tire wear – Low tire pressure can put more wear on the tire’s tread and sidewall. Proper tire pressure can extend the life of tires, which can lead to a lot of savings.
The “Show it to Sell it” Approach
Your customer most likely does not know what a TPMS sensor looks like since it is hidden within the tire. Go further with educating your customer by showing them a TPMS sensor and show them how it communicates with the vehicle to keep them safe on the road. If there is a damaged sensor, it is best to show the sensor with a dead battery or a damaged grommet, so they understand what they are paying for. TR
Sheila Stevens is with ATEQ TPMS, LC, a global manufacturer of TPMS diagnostic tools and solutions. For more information on ATEQ’s line of TPMS tools and solutions, as well as additional information on TPMS, visit www.ateq-tpms.com.
Customer TPMS Education The best approach is to sell your customers on the fact that your shop can restore their TPMS system back to working condition and turn the pesky light off. Educating customers on the basics of TPMS is the best way to help them understand the benefits and how