Professional Distributor - 38

Ask the right questions
about scan tools to spur sales

Scan tools are a must for today's and tomorrow's repairs.

I
BY EMILY MARKHAM,
ASSISTANT EDITOR

920-234-6359
Emily@VehicleServicePros.com

n recent years, scan tools have quickly become
a more and more important tool for shops and
technicians to own.
"All scan tools do a certain set of things that are
exactly the same if they have the coverage. They will
give you a code, its status, and a general description of what it means," says Bruno Gattamorta, vice
president of sales and marketing at Cojali USA.
Though it's important to understand that "certain set of things" all scan tools do, having a general understanding of the significance of scan tools,
their unique features, and what is up and coming
is crucial as well.

THE IMPORTANCE OF SCAN TOOLS

Upcoming topic:
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on stocking and selling
the following category:
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for various makes and models, including domestic,
European, and Asian. Without scan tools in their
arsenal, shops may have to send business away.
Technicians need to understand what the problem is before getting to work on a vehicle. Chad
Schnitz, national sales manager - strategic accounts,
Autel North America, explains, "It's all about time
and information for the technician. The more data
[provided] from the vehicle, the more active tests
[technicians] can perform, and [the] more coding,
adaption, [and] module syncs [they] can do in the
shop, the more profitable the shop and technician
will be."
The more a technician knows, the better they
can repair all the issues presented in that vehicle.
Scan tools provide technicians the opportunity to
find and correct a greater range of problems.

With all the advances in vehicle technology, what's
under the hood has transformed. Just about every
part of the vehicle has a computer and is touched
by OBD related diagnostics in some way, cementing
TIPS FOR SELLING
the necessity for technicians to own at least one, if
When it comes to selling scan tools you don't have
to be an expert, but Cojali's Gattamorta does advise
not multiple, scan tools.
In the past, things were different - a techniknowing the basics: the tool's coverage, usability,
cian could get away with using their wrench and a
and return on investment (ROI). Knowing anylittle elbow grease to repair vehicles. Nowadays, just
thing beyond this is great, but if a customer asks
about every job - ranging
a question you just don't have
from simple maintenance
the answer to, do your best to
procedures to advanced
Without scan tools in find that answer for them or
calibrations - calls for the
point them in the direction
their arsenal, shops
use of a scan tool.
of someone who can answer
"Technicians need scan
their question.
may have to send
tools like they need air,"
Many companies offer
business away.
says Harlan Siegel, vice
some kind of customer service resource - such as classes,
president, diagnostics at
Launch Tech USA. "Everywebinars, videos, or simthing in that vehicle today involves a scan tool to
ple documents answering the most frequently
validate its operation, its initialization, or calibraasked questions.
tion. Period. That's why today, shops have a need
"As one of our top salesmen says, 'When we
for multiple scan tools."
educate, we sell,'" Gattamorta says.
Shops owners who acquire and use scan tools at
In order to make the sale, you have to know
their shop might even find they can increase their
what your customer is looking for in a scan tool.
revenue. Scan tools give shops the ability to work
That means asking questions. Autel's Schnitz offers
on a greater variety of vehicles; many scan tools
a list of potential questions to ask customers so you
can help them find the right scan tool.
have features which provide repair information

38 Professional Distributor I August 2019 I VehicleServicePros.com

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