may2021 - 10

COVER STORY
equipment and training to handle ADAS,
so they can safely send their customers
back out on the road.

MAKING THE SALE
" ADAS is kind of tricky, " Mac mobile
tool dealer Wendl said of stocking ADAS
tools and equipment to sell. " Mac's
ET 7200 scanner will do a lot of your
dynamic calibrations. When it comes to
static calibrations, the tools required for
it cost about $30,000, and they take up
two flat pallets and weigh about 400 lbs.
So, it's almost impossible to stock stuff
for static calibrations. "
However, Wendl noted, regardless
of being able to stock the static calibration equipment on his truck, Mac does
have that equipment available to their

customers. The biggest problem with the
static equipment is that it hasn't been
available to the aftermarket for very long,
only about 12 to 18 months. That means
there's not a lot of equipment in the field
for shops to take a look at.
Wendl explained this is also a problem because the shops " all want to see
it and touch it. "
If possible, though, Vinie Putrino, a
lead ADAS technician for Autel, suggested mobile tool dealers find either a facility to display the equipment or a facility
that already has the equipment and hold
seminars regularly for customers to " see
the tool in action and even try it out. "
Bosch's McKinney also pointed
out that a big selling point is this
equipment gives the shop a new way

Enter #18 at " e-inquiry " on VehicleServicePros.com
10 Professional Distributor I May 2021 I VehicleServicePros.com

to generate revenue. No shop wants
to be giving away work, and therefore
money, if they could be providing the
service themselves.
Most importantly, when trying to
sell ADAS tools and equipment, mobile
tool dealers should understand how
and when to use these tools. Knowing
all of a product's features and benefits is a good start, but also understanding that when a certain repair
like a suspension repair is done, the
technician should check to see if any
recalibrating is necessary, will provide
greater credibility.
" A [mobile tool dealer] that understands and can explain that scenario to a
customer will definitely sell more ADAS
tools, " said Putrino.



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may2021

Table of Contents for the Digital Edition of may2021

Editor's Note: Positive industry trends have shops looking forward to an uptick in 2021
The ABCs of ADAS
Sneak Peek
Most Wanted
2021 PTEN Innovation Awards Nominees, Part 1
Go Sell Something: Educate your customers to sell more
In Focus Products
Diagnostic Tech: The impact of vehicle security on service operations
Driving Sales - Body Shop & Collision Repair
Tales from the Road: Special delivery
may2021 - 1
may2021 - 2
may2021 - 3
may2021 - Editor's Note: Positive industry trends have shops looking forward to an uptick in 2021
may2021 - 5
may2021 - The ABCs of ADAS
may2021 - 7
may2021 - 8
may2021 - 9
may2021 - 10
may2021 - 11
may2021 - Sneak Peek
may2021 - 13
may2021 - 14
may2021 - 15
may2021 - Most Wanted
may2021 - 17
may2021 - 2021 PTEN Innovation Awards Nominees, Part 1
may2021 - 19
may2021 - 20
may2021 - 21
may2021 - 22
may2021 - 23
may2021 - 24
may2021 - 25
may2021 - 26
may2021 - 27
may2021 - Go Sell Something: Educate your customers to sell more
may2021 - 29
may2021 - In Focus Products
may2021 - 31
may2021 - 32
may2021 - 33
may2021 - Diagnostic Tech: The impact of vehicle security on service operations
may2021 - 35
may2021 - 36
may2021 - 37
may2021 - Driving Sales - Body Shop & Collision Repair
may2021 - 39
may2021 - 40
may2021 - 41
may2021 - Tales from the Road: Special delivery
may2021 - 43
may2021 - 44
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