"The dealers do not educate their customers about TPMS," he said. "Many of our customers will come in with color-key caps on the valve stem rather than the OE caps. Because the color-key caps are metal and the valve stems are aluminum, they tend to seize on the stems."

In that situation, Roberts said that at least one of four valve stems usually will become frozen, resulting in the valve stem breaking off, which costs $60-$80 to repair.

On vehicles with TPMS, nickel-plated valve cores must also be used instead of brass cores. If brass cores are used, they will corrode themselves into the stem, he said.

"If everybody would just get educated on TPMS, there would be a lot less problems," he said.

Roberts, a T3 certified dealer, G3 Xpress Goodyear dealer, and Tire Star dealer, said his technicians receive training on TPMS and other tire-related issues from Tech Supply and Tire Wholesale Warehouse. 

 
Roberts, who said he stocks about $150,000 in tires, added that he orders tires from a number of vendors, including TCi, spending about $500,000 there each year, along with Tire Wholesale Warehouse, Community Tire, ANPAC, and American Tire Dealer (ATD).

As the price of tires has increased, Roberts said it is imperative for customers to understand how to get the proper life out of a tire.

"We approach business as an informational opportunity," he said. "If a customer is spending that kind of money, we tell them that they need to get the front end and the suspension checked because all that stuff goes into how the tires wear."  Roberts said he offers his customers a complimentary alignment check, along with a 30-point inspection that includes checking for front-end tightness, tire wear, tread depth, and other safety issues. 

When a customer purchases new tires, Roberts said he also offers a platinum package for $89.95 that includes free rotation and balance for the life of the tires, free flat fixes, and road hazard warranty if the tire blows out in the first half of the projected tread life.

He said he also recommends rotating tires every 5,000 miles, or every other oil change, and alignment checks every six months.

Alignments represent a growing portion of his business, Roberts said, adding that he does eight to 12 alignments each day, a procedure that's much easier since he purchased a new Hunter Alignment machine in 2006 from Hilltop Equipment.

"It is so much quicker," he said. "A simple alignment that just needs the toe set can be done in 15 minutes."

Putting new tires on a customer's car is another process that Roberts said has been streamlined thanks to top-notch equipment and well-trained technicians.

"We can set up four tires and have them mounted, balanced, and installed in 15 minutes," he said. "Typically, it takes longer for our computers to get a ticket worked up with the necessary information and printed."

Since opening his business in 1995, Roberts said he has seen continual growth, which led to the opening of a second store in Pleasant Hill in 2003 and expansion at the Harrisonville store, resulting in the purchase of a new 12,000-square-feet store in 2007.

He said he quadrupled his work space with the purchase of the new store, which has allowed him to increase productivity, along with offer his customers more services including computer diagnostics, engine and transmission work, and fluid flushes.

Roberts said he has also placed a stronger emphasis on accessory work, including exhaust, spray-on bedliners, tool boxes, lift kits, custom wheels, and other practical truck accessories.  He said the increase came after he hired Store Manager Jim Light last year, who has an extensive background in aftermarket accessories.

"Jim really helped boost the accessory market on everything from lift kits to custom wheels," he said.

Although Roberts said he has seen continual growth throughout the years, some recent indicators have him a little concerned about the upcoming winter season.

"The last three months, we have been down a little bit from those months last year," he said. "It is the first time in the 13 years of the company that has happened."

Roberts said he has also seen his sale of 10-ply truck tires decrease drastically.

"I have always had a very big following of construction workers," he said. "Our No. 1-selling tire had always been a 265/75/16 truck tire. I used to sell five sets each day, but now I am lucky to sell one set each day."

Roberts remains optimistic, though. He said a new development across the street featuring a Price Chopper grocery store, Burger King, CVS, and Phillips 66 should create extra exposure.