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Quoting prices is a delicate balancing act
August 21, 2014

Quoting prices is a delicate balancing act  

The primary reason I’m writing these articles is to give sales staff more confidence at the sales counter. This month, I’ll continue my series on pricing.

Tags: Counter intelligence, Pricing, Tire prices, Wayne Williams

Ziegler Tire & Service in Akron, Ohio, promotes the use of run-flat tires at the sales counter.
August 19, 2014

Five must-follow technological trends  Cover Story

When Henry Ford decided to produce his famous V8 motor, he chose to build an engine with all eight cylinders cast in one block, and instructed his engineers to produce a design for the engine. The design was placed on paper, but the engineers agreed, to a man, that it was simply impossible to cast an eight-cylinder engine block in one piece. Ford replied, “Produce it anyway.”

Tags: Carbon Revolution, Infotainment, Kevin Rohlwing, Spare tires, Technology, Tread compounds

Cooper Tire’s total advertising spend in 1997, including its association with Arnold Palmer
July 31, 2014

Cooper Tire: 100 years and counting  

Not a single person who helped bring the Cooper Tire & Rubber Co. to life in 1914 is still alive. There are no eyewitnesses to the events leading up to its creation, or with whom to share insightful stories about its formative years.

Tags: 100 years, Arnold Palmer, Cooper Tire & Rubber Co., OE tires

Global connections: focus on specialty tires
July 31, 2014

Global connections: focus on specialty tires  

Specialty tires add a significant global dimension to a dealers’ inventory. Although there are some domestic producers of specialty tires, namely Specialty Tire of America Inc., which produces bias-ply tires in Pennsylvania and Tennessee, and Maine Industrial Tire LLC, which has manufacturing in Pennsylvania as well as China, much of the product available in the marketplace is made overseas.

Tags: American Kenda, American Omni Trading Co., BKT (USA) Inc., Continental Tire the Americas LLC, CTP Transportation, East Bay Tire, Greenball Corp., Specialty tires

Of Emil’s 17 shop employees in Brooklyn, N.Y., nine are technicians and two are tire
July 23, 2014

A tire store grows in Brooklyn  

Ralph Czeisler, manager and owner of Emil’s All Tire Co., knows his tires. He knows that low-profile tires — a popular choice for his many BMW-driving customers — cannot handle the potholes of Brooklyn, N.Y., very well. He knows how to make split-second assessments about tire rotation with a glance at his customers’ tire treads and a working memory of their vehicles’ histories. But more than his knowledge of tires, Czeisler understands his customers.

Tags: Brooklyn tire store, Emil's All Tire, Katharine Ulrich, Ralph Czeisler

Mastering the fine art of pricing
July 23, 2014

Mastering the fine art of pricing  

Price, price, price, price, price, price, price... everybody is talking about tire prices. Independent tire dealers have a lot to say about this subject, and rightly so. Tire dealers are talking about all phases of tire pricing, what they pay for tires and what they charge (or can charge) for tires.

Tags: Counter intelligence, Marketing, sales and marketing, Wayne Williams


How to handle bad online reviews
July 23, 2014

How to handle bad online reviews  

Does your business have bad online reviews? Do you care? You probably do, and yes, you should care. Virtually every business will eventually receive some bad online reviews from its customers. It’s practically impossible to satisfy all your customers all of the time.

Tags: Internet marketing, Marketing, Online reviews, Wayne Croswell

Rent-A-Wheel/Rent-A-Tire Inc. is focusing on building business at newly acquired company stores,
July 16, 2014

MTD 100: ‘Internet pricing leveled the playing field’  Cover Story

The maxim “business as usual” has become “business unusual” for the dealers on this year’s MTD 100. They emerged from a global recession to find an increasing threat to their margins: tire pricing on the Web. Their willingness to adapt to change has given them the competitive edge to grow their businesses.

Tags: AKH Co., American Tire Depot, Big O Tires LLC, Discount Tire Co., Flynn's Tire, Internet marketing, Jack Williams Tire, Les Schwab Tire Centers, Modern Tire Dealer 100, Monro Muffler Brake, MTD 100, Rent-A-Wheel/Rent-A-Tire, Somerset Tire Service Inc.

Reeling in tire sales
June 20, 2014

Reeling in tire sales  

There is no escaping, once you are in the tire business, you’re pursued by the tire paparazzi. Neighbors, friends and family are constantly asking about tires; you are at a restaurant, the grocery store, watering your front yard, you can’t get away from it.

Tags: Counter intelligence, sales and marketing, Wayne Williams

Dedicated winter tires in LT sizes offer improved traction and safety while maintaining their
June 19, 2014

Dedicated LT winter tires  

In March 2014, Modern Tire Dealer looked at winter passenger tire trends. As the winter tire buying season winds down, it is time to examine the trends and products in the sometimes forgotten winter LT tire segment, which caters to 3/4- and one-ton vehicles.

Tags: Bridgestone Americas Tire Operations, Continental Tire the Americas LLC, General tire, Goodyear Tire & Rubber Co., Hercules Tire & Rubber Co., Light truck tires, LT tires, Michelin North America Inc., Nitto Tire U.S.A. Inc., Nokian Tyres Inc., Snow tires, Toyo Tire U.S.A. Corp., Winter Tires

The power of a simple sales demonstration
May 27, 2014

The power of a simple sales demonstration  

Sales is a fascinating profession, and tires are a fascinating product. Most consumers don’t understand the complexity of tires, and as a result, find a simple explanation and simple demonstration both interesting and helpful.

Tags: Counter intelligence, Sales training, Wayne Williams

There’s more to a filter than meets the eye. The type of media used substantially affects the
May 27, 2014

Air filter technology  

To operate at peak efficiency, vehicles need clean filters to prevent contaminants from entering fuel, engine or air conditioning systems. Particles can cause poor performance and shorten the lifespan of the vehicle.

Tags: Bob Weber, Cabin Air Filters, Dan Pike, Filter Manufacturers Council, Filters, oil filters

UTVs, or utility terrain vehicles, are used for both work and recreation.
May 27, 2014

UTV tires mean new business for dealers  

Utility terrain vehicle, or UTV for short, is just one name used to describe multi-passenger four-wheel off-road vehicles with towing and cargo capacity. Other names include utility task vehicles (also UTV), side-by-sides (SxS), recreational utility vehicle (RUV), multi-use vehicle (MUV), off-road utility vehicles, utility side-by-sides, recreational side-by-sides, and quads/four wheelers.

Tags: Brutt Specialty Tires, Community Tire Pros and Auto Repair, East Bay Tire Co., Greenball Corp., Kenda USA, Specialty tires, UTV tires

Doug Eichten is tire and service advisor at Schierl Tire & Service Center in Marshfield, Wis.,
May 27, 2014

Green car owners overlook low rolling resistance tires  

The U.S. Department of Energy says up to 15% of fuel consumed by a car is used to overcome a passenger tire’s resistance to the road. Studies by Green Seal Inc., a nonprofit environmental standard development and certification organization, show low rolling resistance tires can reduce fuel consumption by 1.5% to 4.5%. Yet consumers shopping for replacement tires tend to focus on longevity and price rather than fuel efficiency.

Tags: Bridgestone Americas Tire Operations, Continental Tire the Americas LLC, Going green, Goodyear Tire & Rubber Co., Green tires, Hankook Tire America Corp., Michelin North America Inc., Nokian Tyres Inc., Pirelli Tire North America

Mario Crociata, co-owner of Whitey’s Tire Service in Brooklyn, N.Y., appreciates that the
May 27, 2014

Tire manufacturers' associate dealer programs  Cover Story

Mario Crociata, co-owner of Whitey’s Tire Service in Brooklyn, N.Y., is an elite Continental Gold dealer. There are many reasons why he likes being associated with the dealer program. Patriotism is one of them.

Tags: Associate Dealer Programs, Bridgestone Americas Tire Operations, Continental Tire the Americas LLC, Cooper Tire & Rubber Co., Falken Tire Corp., Goodyear Tire & Rubber Co., Hankook Tire America Corp., Kumho Tire U.S.A. Inc., Michelin North America Inc., Pirelli Tire North America, Toyo Tire U.S.A. Corp., Yokohama Tire Corp.

Selling to the millennial generation
April 21, 2014

Selling to the millennial generation  

The new marketing battle cry is, “Here come the millennials!” This means millions of new consumers entering the marketplace with new standards and expectations.

Tags: Counter intelligence, Millenials, Sales training, Wayne Williams

Commercial Tire Inc. of Meridian, Idaho, celebrated its 45th year in business by moving into a new
April 16, 2014

Top retreaders invest to add capacity  Cover Story

Retreaders made about the same amount of retreads and sold them at higher prices in 2013. According to Modern Tire Dealer market data, production rose slightly to 14.9 million units, just 100,000 more than in 2012, while retread pricing rose 9.6% year-over-year.

Tags: retreading, Top 100 Retreaders list

Big O Tires takes a “holistic” business approach for its members, which includes a
April 16, 2014

Advantages of joining a program group  

Many of the 30,000 independent tire dealers in the United States have aligned themselves with either program groups or associate dealer programs. The former are often run by tire dealers, the latter by tire manufacturers.

Tags: Big O Tires LLC, Conrad's Tire Service Inc., Independent Tire Dealers Group, K&M Tire Inc., Program groups, Tire Centers LLC, Tire Factory LLC, Tire Pros

Eighty-five percent of automotive aftermarket purchases begin with consumers doing research online.
April 15, 2014

Bring your ‘AA’ game: UHP buyers walk in more than ready for you  

I conducted a survey this week, a 1-to-10 marketing survey, to better understand the ultra-high performance tire and wheel buyer. I spoke with management and frontline sales staff at one of Southern California’s leading UHP retailers.

Tags: 2014 Performance Handbook, Counter intelligence, Custom wheels, Sales, UHP Tires, Wayne Williams


About 40% of business at Alpio Barbara’s California dealership is UHP. He advises getting the
April 15, 2014

Shopping for UHP service equipment? Three dealers share some tips  

Driver expectations for a firmer, sportier and more responsive feel are helping to boost sales of ultra-high performance tires. But maximizing opportunities to profit from consumer demand for shorter sidewalls requires investments in equipment for servicing UHP tire and wheel assemblies.

Tags: 2014 Performance Handbook, Alpio Barbara, Jim Enger, Tripp Lee, UHP tire service

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