may2022 - 26

COVER STORY
Accessories
Though a scan tool can help a technician
get started on a repair, there are
many accessories or complementary
tools, they will need to finish the job.
As Schnitz notes, " A scan tool is only
part of the equation. "
Andreasen and Schnitz provide a
variety of tools your customers may
want to consider purchasing in conjunction
with a scan tool.
* Oscilloscope
* Digital multimeter
* Harness/connector pin kits
* DLC breakout box for network
diagnostics
* Borescope
* Thermal imaging equipment
* Battery tester
* Inspection camera
* Smoke machine
* Lab scope
TIPS ON SELLING
1. Demos
As scan tool technology has advanced,
manufacturers have made it simple
to demo a scan tool with " demo
mode " - a feature on most scan tools
nowadays.
" If you are demoing a tool, don't
go plugging into random vehicles that
you are not familiar with, " Schnitz says.
" You want to tell the customer, 'This
tool is so intuitive I'm sure you could
figure this out in no time, here... push
buttons.' As a sales professional, you
don't need to know everything about
the scan tool, or how to do every function.
The more complicated you make
it, the harder it is to sell. "
Andreasen also notes that being
able to use the tool in a simulated
environment (demo mode) allows the
technicians to freely test out different
features and experience the user interface.
This can help them put to rest
any worries they had about difficulty
using the tool.
Another approach you could take
while demonstrating the tool would be
to ask what problem the shop is facing
and then show the technician how the
scan tool can help solve that problem.
From there, Anjum notes, the shop will
likely be sold on that tool.
2. Keep it simple
Schnitz breaks down selling scan tools
into three simple steps:
* Turn the tool on and have it on display.
PRODUCTS TO STOCK
X-431 IMMO Pad
Launch Tech
ESI[truck] 2021/4
Software Update
Bosch
F4SN HD
Commercial Pad
FCar
* Ask the customer, " Did you see my
new scan tool? The shops that have
purchased this tool love it. "
* Invite them to take a closer look and
push some buttons.
3. Focus on important features
Scan tools offer a large range of features
and functions, and it can be a bit overwhelming
for your customers having
you explain them all. Try focusing in
on some important features that will
most benefit their shop.
One feature you could focus on
would be built-in databases and solutions,
Andreasen suggests.
" These built-in sources of information
allow technicians to immediately
'test their guess' when it comes
to diagnosing a vehicle versus having
to use or pay for separate software, "
Andreasen says.
4. Inventory
If you don't have the inventory your
customers are asking for, it's likely
they'll go to someone else that does.
" Have the inventory on the truck
your customers want, " Bullock says.
" They want to see how it works before
they buy it. "
ThinkTool X10
Thinkcar
26 Professional Distributor I May 2022 I VehicleServicePros.com
http://prodistributor.hotims.com/r5/search.asp?action=search&return_by_category=y http://www.VehicleServicePros.com
may2022

Table of Contents for the Digital Edition of may2022
