Using data from Industrial Marketing Research’s (IMR) Installer Survey, we look at the top three most important services jobbers and installer technicians say their parts suppliers provide and how those services relate to P&E.

As humans with brains, we all utilize our memories as well as our eyes when we shop for products in the marketplace. Television, radio and magazine advertisements, previous experiences with certain products and certain retail locations, and recommendations from friends and trusted sales associates can all affect what we buy as consumers. But with 74% of all purchasing decisions made in the store, the eyes certainly have it as far as final purchasing decisions go. Thus, the challenge for aftermarket business owners is to make sure that their products and their location catches the customers eye above all else, because gaining the customers undivided attention is...