Simply Wipers: A Contradiction in Terms?

By Tim Craig

It seems like only yesterday we lived in a simpler world. The automotive aftermarket enjoyed simpler technology, universal fit on many products, common installation procedures and less inventory. Even when servicing a product as common and simple as wiper blades, you could stock 14 part numbers in your shop to fit over 96 percent of the vehicles coming through your doors. Today’s reality is that merchandising wipers has become more complicated than ever.

While the standard frame wiper blade still represents the majority of wiper blade replacements, other styles of blades are growing in popularity and can no longer be ignored. The successful shop will examine their current wiper situation, explore the alternatives and select an offering that simplifies the service — and satisfies your customer’s needs. Today’s need for a standard frame blade is still strong, but let’s review the new style blades and explore the available options.

Aero/Beam/Flat Style Blades
Though it has been referred to by a number of names — aero, beam, flat, etc. — for this article, we will refer to this blade as an “aero blade.” It was introduced in the late ’90s, but was mainly found on European luxury cars until Ford began installing it on a few models in 2005. The popularity has grown significantly each year; there are now over 64 million aero-style wiper blades installed on vehicles sold in the United States. The blade features an extra low profile and excellent “wrap” properties, keeping the rubber tight against highly curved glass. On the other hand, the blade requires more arm pressure than found on standard frame blades. The blades that come as OE equipment attach to arms with a higher pressure so the system works properly.

At first, the arm connectors for the aero blade were a new, side-lock style or the standard small hook (sometimes known as a “9x3” hook). But since then, a number of different connectors have been introduced — connectors that will not accept a standard frame blade. Therefore, any shop in the wiper blade business must offer a line of aero blades, or be unable to replace most of the 64 million wiper blades on their customers’ vehicles.

So how does an installer simplify their offering of aero blades? There are two different ways. First, a shop can take the approach of “simpler installation.” By stocking a line that has dedicated connectors, each blade out of the package will fit one style of arm, and this simplifies the training and learning process for the installer. The blade looks most like the OE blade, even if it attaches slightly different to avoid patent design infringement. This may be the best option for those shops that want to offer a blade most like OE, or a shop that has a constant turnover with its installers. The only negative is that the shop will have to keep a number of additional part numbers in stock for complete coverage.

On the other hand, if fewer part numbers and higher inventory turns are your priority, then a consolidated line of aero blades may fit the bill. One part number per size with a few different connectors in each package keeps inventory low, but requires more initial installer training. For shops with very low installer turnover and those that want to optimize inventory turns, the consolidated line may be the best bet.

Also, many shops that offer winter blades have elected to further simplify their offering by using aero-style blades in winter months. They take advantage of the aero blade’s aerodynamic profile, solid frame, excellent wrap and snow-shedding properties to eliminate the need for a dedicated winter blade line. The aero blades are used year round, so there is no winter inventory carried over from one season to the next.

Continued
[ 1 ] [ 2 ]

[Printer-friendly version]