April '19

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6 THE SHOP APRIL 2019 T owing and hauling is serious busi- ness that can lead to a lot of fun for your customers. Before they hit the road, however, it's important those drivers have a safe, secure setup that maximizes their vehicle's capabilities without overburdening vital components. Towing customers look to you as the expert, highly valuing your knowledge and expertise. As a result, professionals can never know too much about the towing market, including the latest innovations and where to go if there's a question to be answered. Product manufacturers identify some of the most prominent issues facing the towing and hauling market, and outline the best responses for shops looking to serve these consumers who are always on the go. OE COMPETITION ISSUE: Many new trucks and SUVs come equipped with towing-related products from the factory, leading con- sumers to believe all of their towing and hauling needs have already been met. "One of the biggest factors affecting the towing aftermarket is that vehicle manu- facturers are pre-loading towing products from the factory on trucks and large SUVs," says Cameron Quiroz, district sales for Westin Automotive. "Professionals have to deal with end-users wanting the OE parts." While aftermarket products are often superior in quality and versatility, he notes, retailers sometimes never get a chance to highlight their benefits. Mike Hallmark, international sales and TACKLING From OE competition to constant innovation, there's a lot to helping customers hitch up & go. TOWING'S Trucks today have incredible towing and payload capacities and almost every year the OEs one-up each other. (Photo courtesy Air Lift Co.) ISSUES TOP By Jef White Serving the towing market is all about solving customers' problems. (Photo courtesy Air Lift Co.) A custom truck shop that accepts cryptocurrency:

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