Wiper Blades 101

Why have wiper blades become so complicated? The answer to that is the fact that over the past twenty years, vehicle manufacturers have gradually expanded the types of wiper blades installed as original equipment. What used to be almost universally used, a simple metal-frame blade, is now joined by what the industry calls a “beam”, “aero”, or “flat” wiper that is more flexible and aerodynamic. More recently, some manufacturers have also gone to a “hybrid” type of blade that combines the advantages of the metal-frame and the beam styles. In all light duty vehicle sales in the U.S. in the past few years, 10% of the vehicles sold use conventional metal frame blades, 41% use the hybrid style, and 49% use the beam/flat type. All three types are commonly used on the array of cars and trucks that come into repair shops daily.

Changing Landscape of Wiper Blade Types

But, in addition to changing the type of wiper blade used, manufacturers have also changed the type of wiper arm-to-wiper blade connectors. This is a change that has complicated the aftermarket wiper blade industry and came about because of the wide variety of wiper arms used. In general, almost all of the metal frame blade and hybrid blade applications that need wiper blade service will use one common wiper arm, a J-shaped hook, commonly called a “hook arm”. Specific instructions for it will be located either on the wiper blade package or as an insert in the package. The hook arm is currently used on every wiper blade length used by O.E. manufacturers, and the connector for it is included in all metal frame and hybrid blades offered by aftermarket suppliers.

Complex Wiper Arm-to-Blade Connectors

However, remember in an earlier paragraph where we told you that 49% of vehicle sales recently have been with the beam/aero/flat style of wiper blades? It is in this category that the manufacturers have complicated things the most. The reason is that there are nineteen distinct wiper arms used, with five of them the most popular and used on a variety of vehicles. The remaining fourteen types used are either for a small number of vehicles over 10 years old, or for vehicle-specific applications that are generally not serviceable from many aftermarket suppliers. Some are so unusual that they are “dealer item only”. As with the other types of blades mentioned previously, manufacturer-specific instructions for proper installation of the beam/aero/flat blades will be included on the package or as an insert in the package. This is important because, due to patent issues, aftermarket blade manufacturers often have to design their connectors to work differently than the blades installed as O.E.

One other complication to look for is the washer sprayer nozzle as an attachment to the O.E. blade. In many cases the position of the nozzle will make fitting an aftermarket wiper blade impossible.

Installation Know-How for Service Techs

It is important that service techs be familiar with how to install blades on the different types of wiper arms. If a tech is more confident in how to do the procedure, they are far more likely to sell the service. And selling the service is the one thing that has not changed. First, the time-tested and proven best way to sell a wiper blade service is to simply remind the customer by some variation of the short question, “how did your wiper blades work the last time it rained?”

That and a quick inspection for worn or damaged rubber helps close the sale every time. Second, refer to whatever application data source you use to get the correct part number(s) for the application. Third, thoroughly clean the windshield AND wipe off the rubber squeegee on the blades before testing the new blades for wipe quality, noise, and chatter. Don’t forget to clean the windshield again before letting the customer drive off.

Wiper blades have gotten more complicated due to new styles, new connection options, and extras like integrated washer nozzles. The product is more complex than ever, but the basics of selling the wiper blade replacement service remains the same. Take these few steps suggested to build and keep a profitable wiper blade business.