THE SHOP

Performance & Hotrod Business May '14

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May 2014 n Performance & Hotrod Business n 23 Utt says that as far as his product line goes, "thankfully, we continue to see the trend toward improved awareness of safety in grassroots oval track racing. Series, sanc- tions, and tracks are requiring higher levels of driver and/or crew safety." And Fegers is excited about the atten- tion suspension is receiving as well. "A trend that I've noticed is more people in stock suspension are realizing the gains that can be found with front suspension geometry and shock valving. With these cars (Limited Modifieds, IMCA Southern Sport Mods, Factory Stocks, Hobby Stocks, etc.) being so limited, racers are taking advantage of any adjustability they can find, including custom-valved, QA1 stock mount shocks and combinations of different-length QA1 ball joints." New Opportunities For performance professionals, posi- tive trends can be the stepping-off point for new opportunities. Here are some examples. "A retailer can capitalize on sales of safety gear by doing one thing—having it in stock," RaceQuip's Utt recommends. "Most racers buy safety as the last item before they hit the track—some stop to buy it on their way to the track. If the shop doesn't have a safety item, the racer will not wait for it. One tip is to carry everything in black—it is the most popular color of safety gear and racers will usually gladly take black if that is all you have." Rod End's Douglas agrees that more inventory leads to more sales. "Product vendors are keeping less inventory, which causes the retailer to keep more inventory on his shelf, so he can sup- ply his customers in a timely manner," he explains. Jones says that if the customer can see it, oftentimes he'll buy it. "Our dealer network continues to grow and our dealers are working hard to ensure strong sales on both replacement products as well as introducing new kits. Dealers who showcase our product for the walk- in customer have a distinct advantage by having the parts on display and in stock, therefore promoting sales." Fegers says a real opportunity lies in consistency. "In my opinion, there aren't many opportunities for retailers that haven't been there the last few years," he says. "As usual, retailers should make sure they have product on the shelf when racers want it. Otherwise, chances are they will find it elsewhere. Having the ability or giving the option to place special orders for items that aren't normally stocked is recommended, too. I've seen a lot of lost sales due to retail- ers not wanting to take the time or put in the effort to place a special order for a customer. Customer service is as impor- tant now as it ever has been, and being A retailer can capitalize on sales of safety gear by doing one thing—having it in stock. QA1 27A Series is a new mono-tube shock for classes requiring stock mounting position shocks on dirt or asphalt. The 2" dia. electroless nickel plated body, QA1's deflective disc valving and 46mm hard coated piston provide consistent performance. Motor State Distributing features a large selection of QA1 products, expert circle track knowledge, huge inventory of circle track parts , and fast delivery worldwide! Interactive price guide, on-line ordering software Sponsor of: Like Us On The Best in Performance 05-14_PB-HALF-MS-QA1_1.indd 1 3/21/14 1:52 PM PHBMAY.indd 23 4/2/14 11:13 AM

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