Dealers Swap Ideas at ITDG Session

Members of the Independent Tire Dealers Group LLC (ITDG) recently shared a variety of ideas during a round-table session led by Randy O’Connor, owner of D2D Development Group and MTD columnist.

The session took place at ITDG's recent members meeting in Orlando, Fla.

Dealers reported that rapid growth is paying off, but only after addressing cracks in their operations. Dealers who expanded from a few locations to six or more in a short period reported immediate pressure on inventory control, process consistency and management oversight.

The key to growing, they noted, is through formalizing operations and leadership accountability across different systems, which helped ensure consistency across stores.

O’Connor pointed out that for retail dealers, a tipping point that ususally forced them to change the way they operate is after they open their fourth location.

When discussing profitability, dealers said that margins are still made on the buying side. Tighter purchasing discipline in the form of using group pricing, buying containers, paying cash when possible and aligning orders more closely with inventory turns  was repeatedly mentioned as a way to boost profits.

Commercial tire-focused operators added that speed and uptime matter more to customers than minor price differences. One dealer said that when a $1,000 per hour piece of equipment is down, the operator is more concerned about the speed in getting it running again than the price of the replacement tire.

At retail, appointments are reshaping store operations. Dealers using online booking - where customers select services, times and locations that feed directly into store schedules - reported stronger close rates and steadier workflows. Some dealers said they now dedicate certain days primarily to appointments while keeping limited walk-in capacity to maintain flexibility.

Staffing remains the biggest challenge, but successful dealers are taking a proactive approach. During the session moderated by O'Connor, dealers pointed to partnerships with schools, military placement programs, shop tours and clear communication around training plans, career paths and earning potential as ways to attract younger talent.

Across all topics, the assembled dealers agreed that clear expectations and communication are what increasingly separate independents from larger chains.