Judging from the number of training programs that are flying out TIA’s door at a record pace, we’re going to assume that many members are beginning to embrace the era of tire pressure monitoring systems (TPMS). And while it appears that most retailers see nothing but hassles and problems, more and more of our members see opportunities to establish a new concept in tire and wheel service. Versions of this approach are already working in select markets, but it could spread like wildfire across North America. In fact, it’s so revolutionary that it has the potential to change the image of the industry if everyone sticks to the plan.

In case you haven’t read this publication for the past two issues, the federal government has passed legislation that mandates TPMS on every vehicle under 10,000 lbs GVWR starting September 2007. It’s not an option for consumers who purchase new vehicles after that date, nor is it an option for tire dealers and service providers who install or repair passenger and light truck tires. TPMS is the law and if the laws are not followed, the penalties could be severe. Those points alone should be enough to justify the shift in approach, yet there will still be some that refuse to recognize the opportunity and responsibility that TPMS creates.

Consumers have viewed tires as a commodity for years as evidenced by studies that have shown a significant portion of the market makes a tire buying decision based solely on price. One method for retailers to maintain low prices is to invest as little as possible in the people and equipment so more resources can be used to drive sales. And if the low prices aren’t enough to get people at the counter, they’ll throw in free valve stems, balance, lifetime rotation, and flat repairs, all with a 30-minute guarantee. Both the price buyers and the merchants who cater to these buyers are in for a huge surprise.

Even if you are proficient and have all of the latest tools and technology for servicing vehicles with TPMS, it’s going to add minutes to each servicing vehicle which means car count will likely suffer. In order to help compare the extra steps to a traditional tire replacement, I’m going give you a quick look at a few of the steps individually and list the differences.

Tire Demounting and Mounting

TPMS: Unseat beads and demount tire from rim being careful not to damage sensor, or remove sensor from rim. If the sensor is removed for any reason, the grommet, o-ring, or seal must be replaced and the new hex nut torqued to specification. If the sensor is not removed, the hex nut should be checked for proper torque and any possible leak. Either way, the sensor should be inspected to ensure it is not damaged or blocked. Mount the tire being careful not to damage the sensor. Non-TPMS: Unseat the beads, demount the tire, remove and replace the valve stem, mount the tire.

There are going to be a lot of companies that will be unable or unwilling to service a significant number of makes and models because it costs too much, so their market will continue to shrink as older vehicles are phased out. On the other side of that coin, the companies who make the investment in training and tools so they are able to service the tires on all makes and models with or without TPMS, will see their market increase as more and more vehicles utilize this technology. Are you still wondering about the “revolution?” Since it’s going to take more time, special training and special equipment to demount, mount, and install the tires on vehicles with TPMS, retail tire dealers should charge for their expertise.

The bottom line is consumers and tire dealers are not given the option of disabling the TPMS just like neither can remove a catalytic converter, the air bags, or the seat belts. In states that require a vehicle inspection, non-operational TPMS will likely cause a vehicle to fail, so those drivers will need to have the system repaired. If it’s properly explained to the consumer, they have to recognize the additional time, expertise, and equipment necessary to service the tires on these vehicles warrants an additional charge. Whether it’s built into the price of the tire or stands alone on the invoice, the government has mandated a vehicle safety system that is going to require an on-going investment on the part of the tire dealer. And in order to properly maintain and service TPMS so federal laws are followed, that cost is going to have to be passed on to the citizens the law is designed to protect.

Since TPMS isn’t going away and it’s going to continue changing for at least the next decade, the learning curve for handling this technology is going to last a long time. Even with all of the available training and resources, some lessons and procedures are going to be discovered in the real world. The truth is nobody knows how TPMS is going to age because most of the vehicles that include the technology are still just a few years old. Eventually, there should be a booming business in sensor replacement as the batteries begin to die out, but it’s anyone’s guess as to when that will start. Then there’s the fact that technology is constantly evolving, so a new device for monitoring tire inflation could be on the horizon and sensors could be replaced forever. On the other hand, sensor technology could be the thing that evolves and the traditional valve stem or current sensor could become ancient history.

There’s absolutely no logical reason to be afraid of TPMS. We know what the rules are and we know what it’s going to cost to follow them. We also know what we can do in the tire dealership and what requires manufacturer scanning tools and software. The biggest cost is going to be time because every minute spent explaining the status of the system to the customer at the counter is going to add up over the course of the day. And you can’t even begin to guess as to the amount of additional time technicians will need to properly service the tires without damaging or disabling the TPMS. And we won’t even get started with the challenges of recalibrating the system following a basic service like tire rotation or repair, especially those vehicles that need to be driven to activate the TPMS.

TPMS presents us with the greatest sales opportunity of all time and while it appears that the “big box retailers” have a commanding spot in the industry, most of them are perfectly happy to send the customer to the new car dealer. They can afford to lose a few tire sales to avoid the liability of breaking a sensor or failing to recalibrate something. Most independent tire dealers rely on each customer that walks through the door and needs them to tell family, friends and neighbors that they received tremendous value with their latest tire purchase. Selling them on the value of properly servicing and maintaining the TPMS on their vehicle could save their lives according to the government mandate.

And who are we to argue with the government?