There are two things that a vehicle needs to do: go and stop. If a vehicle won’t drive, it’ll probably need to be towed and serviced. If a vehicle won’t stop, the problems are much, much bigger than paying for a tow truck. Brake service is one of the most routine tasks for automotive technicians, but it’s also one of the most important things they do.
Mac Tools distributor Rueben Meyer says that he sells brake service tools “at least every two or three days out of the week” on his route in Watertown, South Dakota. With nearly six years of experience as a distributor and a decade or three in the racing industry, Meyer is more than familiar with the importance of brake service. For the most part, he says, selling brake tools isn’t much different from selling other kinds of tools. Other than specifics like two pins versus three pins, the basics still apply – find out what your customer is struggling with and offer a tool as a solution.
"Some are going to be basic, some are going to be more advanced when you're thinking about brake service tools,” says Eddie Lisle, sales manager for Lisle Corporation. “For one instance, brake caliper hangers -- well, all you're doing there is you're just hanging the disc brake caliper on the hanger, out of the way during service, and you're just keeping tension off the brake line, so you're literally just hanging it there. It's simple, but something more advanced would be an ABS code reader."
The biggest update to brake service
The role of diagnostic tools in brake service may be the most noticeable change for a lot of technicians. Although the functions vary from scan tool to scan tool, basic brake service functions should be fairly standard across platforms.
"One of the big changes we've seen is the need for a scan tool, depending on the vehicle and the manufacturer, for doing things like brake pad life resets and caliper retracts," says Justin Fisette, senior product marketing manager at OTC. "I know on a lot of vehicles' rear electronic parking brake, if you don't use a scan tool, you can severely damage the winding mechanism that locks in that part and brake. And they're expensive, they're usually $500, $600 a piece to replace one.
"The scan tool procedure is super quick, less than a minute, versus if you're going to manually or mechanically disassemble, it takes a long time, and there's a risk of damage,” Fisette says. “It seems like every job these days requires at least a scan tool to be by your side just in case you run into something that's unfamiliar or requires a procedure that a scan tool has to do."
The right tools for the job
As Fisette explains, a lot of experienced technicians may be used to using whatever they have on hand when it comes to the physical tools needed for brake service. While that can produce serviceable results, it’s not going to be anywhere near as safe or efficient as it would be with brake-specific tools. Take the caliper hanger mentioned earlier, which is a surprisingly simple and cheap tool for nearly any technician.
"People are funny and say, 'Well, I can do the job with a C-clamp!'” says Lisle. “Well, you could, but it's not really the right tool for the job. It's going to take you a lot longer. That's where our tools come in handy, and other specialty tool companies' [products]."
Brake service tools come in many forms outside of simple hangers and scan tools, of course. Lisle Corporation's Speedy Brake Pad Spreader, No. 24300, and Dual Piston Brake Caliper Compressor, No. 25750, use a simple cocking-style mechanism, while others offer ratcheting mechanisms or levers. The options are nearly endless, but the important thing is that purpose-built tools offer a lot more than improvised ones.
"The big thing is, for one, efficiency,” Fisette says. “If you're trying to use tools that aren't specifically designed for this type of job, you may end up spending more time [and] time is money, especially for a technician. ...so [using the correct tools] helps ensure that the job is done correctly, efficiently, and quickly. It helps prevent damage to other vehicle systems or components, and then, of course, it helps prevent comebacks so the vehicle doesn't get a mile down the road and suddenly another code is thrown or a driveability issue comes up because of these interconnected systems.”
Breaking down brake sales
For distributors looking to move more brake products, Meyer says to keep asking your customers questions and checking in with them frequently. “Keep an eye on what your customers are doing when you walk in the door,” he says. While it’s easy to look past something as routine as brake service, it can be an excellent opportunity for a sale. Meyer gives the example of walking into a shop and seeing technicians pumping a vehicle’s brake to perform a conventional brake bleeding as a chance to introduce a brake bleeder machine that can make their jobs easier and faster.
“If you're bleeding brakes, the right tool can save a lot of time,” Cal-Van Tools Vice-President of Sales and Marketing Matt Kenny says. “Adapters that fit a multitude of vehicles are a great tool, as there are a lot of different master cylinders and having to have 20 different tools can make brake service expensive. For example, the Cal-Van Universal Brake Bleeder Adapter, No. 26430, is an all-in-one brake bleeder adapter."
It’s not all sunshine
Depending on where your customer base is located, they may need different types of brake service tools. Kenny says that environmental factors can make all the difference in a technician’s day-to-day needs.
"In particular, the Brake Line Bending Tool, No. 76110CV, has been great because it allows people to bend tubing on vehicles, and especially when you're in the north ... where you have significant snow or weather and you have a lot of salt on the ground, you end up with a lot of corrosion on brake lines,” Kenny says, adding that Cal-Van's Master In-Line Flaring Set No. 165, has had similar positive feedback from technicians. “Flaring tubing is a job that these guys are always doing ... and we tried to make it easy so that people could do these kinds of things on the vehicle and not have to do them on a bench."
Frozen or stuck caliper pins are another familiar problem for the shops dealing with salt and snow. Something like OTC's Brake Caliper Pin/Bolt Remover Set, No. 7302, would be a smart choice for a shop that sees a lot of corrosion on their customers’ vehicles. Unlike a chisel or punch, the remover won’t risk damage to the caliper or surrounding components.
Different markets, different needs
While shops in high humidity areas may not need to break through the corrosion that shops in snowy environments are dealing with, they will be dealing with issues like moisture getting into the brake fluid. This is where a tool like OTC's Brake Fluid Tester DOT 4 comes in handy.
"Anytime you do a brake job, open it up, test the fluid real quick, make sure that it's not compromised, that salt water and that really humid air hasn't started to corrode the stainless steel lines or the rubber lines that maybe the vehicle owner isn't feeling yet, but it's an opportunity for the shop to provide greater service," Fisette says.
Staying on the cutting edge
Another piece of advice from distributor Meyer is to simply stay up to date. Whether it’s with the industry, manufacturers, new releases, your customers, or something else related to the job, it’s important to keep up with any changes or opportunities that may arise. He says that with so many tool company YouTube and social media pages, today’s tool distributor needs to be ready for when a potential customer starts asking about a new tool video or company’s product launch.
“Make sure you use what's available to you,” says Lisle. “For instance, when we come out with new tools, we release a quick 30-second video just demonstrating how the tools are used quickly. Sometimes, it gives technicians peace of mind, like ‘Oh, yeah, I can do that,’ or ‘That doesn't look too hard.’ So I think having videos that someone can quickly watch in 20, 30 seconds, it really helps sell tools. If there's videos available, try and use them.”
Changes come from the top
Meyer specifically advises keeping up with any dealerships along your route – if there’s a new brake tool that OEMs are recommending their technicians use for optimal performance, then chances are that another shop is going to need that tool soon, too. Likewise, if an experienced tech asks you for a specific tool, it can be beneficial to pick up an extra or two for the truck to recommend for the next time someone needs it.
He also recommends checking in with your more experienced technicians; are there any tools that the newbie keeps borrowing? Are they struggling with anything a better piece of equipment would help them with? Are they seeing more drum brakes or disc brakes lately?
"From a distributor's perspective, it's asking a little bit more and digging deeper; 'How are you receiving a brake job, and are you looking for other service opportunities to ensure that vehicle is roadworthy?’" Fisette says.
