Tire prices — in some cases — are rising, labor expenses are increasing and big box stores and online retailers are, seemingly, letting inventory go nearly at cost. All of these factors can hurt profits. But this can be offset by tacking on add-on services like alignments.
We talked with experts from Autel North America, Hunter Engineering Co. and Snap-on Equipment for insights on using alignments as an opportunity to upscale profitability.
MTD: Do you see alignments as more of a profit center or driver for other sales, like tires, suspension or service work?
Stew Peregrine, senior executive of sales, ADAS, Autel North America: It’s both. Alignments are a high-margin service on their own, but the real power is in what they uncover. A quick alignment check often points to worn suspension parts or uneven tire wear, and in today’s market, it’s also the first step in many ADAS calibrations. So you’re not just protecting tire life. You’re making sure safety systems function the way the manufacturer intended. That makes alignment both a profit center and a driver for additional work
Alan Hagerty, alignment product manager, Hunter Engineering Co.: Roughly half the vehicles on the road are out of manufacturer alignment specifications, which can lead to premature tire wear, poor handling and reduced fuel economy. Clearly, alignment is a high-profit, high-opportunity, high-value service. Plus with modern equipment, alignment can quickly be checked as part of every service visit. Should the inspection show worn tread or suspension parts, you then have an opportunity to safeguard your customer and increase your average repair order. Wheel alignments (will) remain a highly beneficial service for both vehicle owners and workshops for many years to come.
Jordan Krebs: product manager, Americas, wheel alignment and ADAS, Snap-on Equipment: Profitability can come from an aligner that does the job well, allowing technicians to increase the number of cars they can align properly while reducing comebacks.
Daniel Baker: training specialist, North America, Snap-on Equipment: Providing alignments in your shop is the most profitable investment you can make. It’s not only performing the adjustments, but also uncovering all the other customer needs.
MTD: When it comes to alignment services, what common mistakes can affect profitability?
Peregrine (Autel): The biggest mistake I see is treating alignment as a one-off instead of integrating it into the inspection process. Too many shops only check alignment when there’s a visible tire problem. By not running a quick alignment pre-check at intake, they’re leaving potential revenue on the table. Another common missed opportunity is when shops sublet ADAS calibrations after alignments. If the vehicle is already in your bay and you’re touching alignment, you’ve created a perfect opportunity to capture the calibration revenue in-house. When you send it out, you lose both margin and control of cycle time.
Hagerty (Hunter): The most common mistake is simply not checking alignment. If you look for alignment work, you’ll find it. When alignment is out of specification, you can protect your customer’s tire investment — saving money and the environment. When it’s within specification, you have great news and peace of mind to share with your customer — increasing transparency and gaining trust.
Krebs (Snap-on): We all know time is money, but don’t perform a job with a low-quality tool quickly or you will lose profitability through rework. Buy the right tools for the job, follow the instructions fully and don’t rush. Slow is smooth. Smooth is fast. If you go fast, something is going to get lost, broken or forgotten and there will be rework.
Baker (Snap-on): There are common mistakes that can reduce profitability if the technician does not perform a proper inspection of all the suspension components before attempting a wheel alignment. That will cause a slowdown in production and profitability.
MTD: What differentiates high-profit shops that offer alignments from average-profit shops?
Peregrine (Autel): High-profit shops make alignment part of every workflow. They don’t wait for the customer to complain about pulling or tire wear. They use digital inspections, pre-checks and reporting to show the need. They also bundle alignment with other services, like new tire sales or ADAS calibration, which raises average repair order value. The difference is in discipline. High-profit shops treat alignment as a routine safety check, not just a service when something looks off.
Hagerty (Hunter): Average shops offer alignment service when requested by customers. Most only request it when the problem is so obvious it can no longer be ignored. High-profit shops proactively communicate the need and value to the customer, which is the responsible thing to do regardless of profit. Also it’s very easy to calculate the ROI (return on investment) for alignments. You can be confident that approximately 50% of the vehicles coming onto your lot will need alignment. If you convert a quarter or half of those opportunities each week, you can count on an extremely reliable revenue stream.
Krebs (Snap-on): When it comes to alignment, competency is key. Shops that take the time to properly train their technicians see higher profits due to an increase in productivity as well as reduced rework.
Baker (Snap-on): Proper pre-inspections differentiate shops. Replacing worn components and identifying other services that are needed are uncovered while performing the inspections.
MTD: Are there any specialized alignment services, equipment, tools or training that can help bring in a larger return on investment for shop owners?
Peregrine (Autel): Yes and the 2-in-1 systems like our Autel IA900 and IA1000 are the best examples. They let a technician handle alignment and ADAS calibration in the same setup and workflow. On the training side, shops that invest in structured ADAS and alignment education see fewer comebacks and higher technician confidence. That combination of the right tool and the right training is what turns alignment into a serious ROI driver.
Hagerty (Hunter): Look for a local partner that can provide the full solution, from the front counter to the back shop and more. At the front counter, you want the best sales training and materials. In the back, you need the fastest, easiest-to-use alignment equipment with hands-on local training and service. Then add to that online and classroom learning resources for advanced expertise and your shop will become known as the “alignment place” in a very short time.
Krebs (Snap-on): Alignment is a tried-and-true revenue generator for shops with a compatible bay. In today’s world, with growing reliance and requirements for safety systems in cars, shops should be looking for calibration solutions for advanced drive assist systems (ADAS). More modern vehicles are equipped with mandatory ADAS sensors and many manufacturers require or recommend ADAS calibration after performing an alignment. Researching and integrating ADAS into your shop helps keep more business in-house and improves ROI. When doing research, pay attention to space requirements for ADAS versus alignment, as they are vastly different from one another. Don’t assume all calibrations can be done in the alignment bay. All-in-one solutions are, actually, an either-or solution, locking users into one revenue stream at a given time.
Baker (Snap-on): To help bring in a larger return on investment, it is crucial that shops have the correct equipment and a knowledgeable sales consultant who can offer specialized, structured, on-site training after installation.
MTD: What trends are you seeing in consumer demand for alignments that could benefit tire dealers who offer these services?
Peregrine (Autel): Consumers are becoming more aware that alignments aren’t just about tire wear. They’re tied to advanced safety systems. Road conditions, pothole damage and curb strikes are still the day-to-day drivers of alignment work, but more-and-more customers are asking whether their ADAS features will function properly after a repair. Tire dealers who market alignment as a safety service, not just a tire service, are going to be the ones who stand out. There’s also a growing appetite for transparency. Customers want to see before-and-after printouts or digital reports that prove the value of the service
Hagerty (Hunter): Consumers are driving increasingly complex vehicles, often with electronic systems that require resets after wheel alignment, per OEM service documentation. For example, nearly half the vehicles on the road today require a steering system reset after wheel alignment. Others, like the top-selling Ford F-150, require a dynamic ADAS calibration. But consumer understanding of these systems and their service requirements varies greatly. Tire dealers who embrace the consumer and this growing industry opportunity stand to gain tremendously in the long term. Certainly, the average dollar per repair order will increase with the addition of the electronic resets. And shops will need to invest in their people and equipment to do the work. But most importantly, customer vehicles will function as intended by the manufacturer and tire dealers can be proud of their quality service.
Krebs (Snap-on): The trends towards EVs and more battery-reliant hybrids have increased the need for proper alignment as these vehicles are typically heavier than their gas- or diesel-powered equivalents, at least in the consumer market. This weight means more tire wear at earlier intervals when alignments aren’t performed properly and means more maintenance-based alignment plans may need to be implemented to help customers get the most life out of their tires.
Baker (Snap-on): Customers want to protect their investment and are looking for ways to do that. Repair shops are moving to social media platforms to advertise their services. They want to look and be the premier shop. And customers want to go to the shop with the newest technology. They want a non-car dealership repair shop that offers dealership-quality repairs.