Professional Distributor - 10

COVER STORY
found under the hood. Instead, they
are remotely mounted under the driver's seat, under the rear seats, or in the
trunk, providing a new challenge for
the technician.
Tabas notes that Power Probe Tek
offers an option of connecting through
the cigarette lighter port with an available
adapter included in many of their kits.
Associated Equipment's Mackey
suggests the best way to test batteries
found in various locations of the vehicle
is with a variable load tester.
"Several OEM vehicle manufacturers
have approved load testers in their program to test the battery from the charging posts before going through the work
of pulling the seats or trunk liners from
the vehicle," he says.
If the battery tests weak or defective,
it can be pulled and tested with a tester

that is approved from warranty claim
documentation, Mackey adds.

SELLING TIPS
When it comes to selling battery and
electrical system tools and equipment,
independent tool dealer Simmons says
staying up-to-date on technology is key.
"The options for chargers and testers, [which range] from $25 to $2,000,
seem endless," he says. "In an age where
batteries can be using algorithms and
battery resets in vehicles, staying current
on technology and knowing exactly what
the customer will be servicing is a must.
This helps you be more than just a salesman, it's what makes you a tool dealer."
Simmons' biggest concern when
selling is making sure the customer
gets at minimum what they need, if not
usually more. He says it's better to have

a customer come back excited because
a tool exceeds their expectation than to
have them frustrated or disappointed.
"When it comes to battery chargers,
I always ask what it is exactly that they
want to do," Simmons shares. "I have
found out that most of the time guys are
misinformed about battery chargers and
assume they are all basically the same.
Even when I ask what exactly they need
out of a charger, it usually takes multiple questions to figure out what they
are actually looking for in a charger."
When you take the time to understand what the customer needs, that
gives them confidence in you, and
educating them can lead to a larger sale,
Simmons concludes.
To read an extended version of
this article online, visit:
VehicleServicePros.com/21134642

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