may2023 - 24
COVER STORY
Product support and training
After these questions are answered
you'll want to discuss the type of
support the scan tool's manufacturer
has to offer. What happens if the scan
tool breaks or a technician is uncertain
about how to perform a specific scan?
Ed and Maria ran into a situation
where a lack of support cost someone
a customer. When they went to visit
a shop in Airway Heights, they came
across a technician who was having
trouble contacting a competitor's
support team for their scan tool. The
couple asked the technician what they
were trying to do, and then Ed brought
in one of their scan tools and showed
the technician how their device could
solve the problem.
" In answering their questions
and putting them in contact with our
support team, they bought the tool on
the spot, " Ed says.
In addition to support, customers
should also think about training.
" While using a scan tool doesn't
require any specific certification, "
McKinney notes, " there's great value
in exploring training sessions to keep
skills sharp and learn how to tackle new
and unique problems. "
Forro also mentions that Autel,
like many scan tool manufacturers,
puts together training videos for their
products that can be found on social
media platforms like YouTube.
Additional sales
A scan tool can only do so much for a
technician on its own. Recommending
some accessories to your customers may
help them get a better, more in-depth
use out of their device.
" The primary thing to remember
when viewing scan tool data is that it
is interpreted data, " Forro says. " This
means that there is a margin for error
in diagnostics. For this reason, a technician
will need to accompany their
scan tool with other equipment such
as a lab scope, a multimeter, and a
signal generator. "
McKinney also suggests wireless
borescopes for more access in tight
spots, battery testers, and noise, vibration,
harshness (NVH) analyzers for
optimizing noise in a vehicle as other
optional accessories.
SELLING TIPS
Scan tools can be complicated, but selling
them doesn't have to be-with some
basic knowledge, a good support team
Maria knows that in order to sell your product, you have to know your product. She encourages other distributors to play around with
their scan tools and get to know the platform, so you have at least a basic understanding when your customers come with questions.
24 Professional Distributor I May 2023 I VehicleServicePros.com
http://www.VehicleServicePros.com
may2023
Table of Contents for the Digital Edition of may2023
Editor's Note: Off to the tool show
Sneak Peek
Most Wanted
In Focus
Cover Story: Scanning for sales
Diagnostic Tech: Sensors for current and future vehicle systems: Understanding ADAS sensors, part 1
Show Me Your Truck: Custom built for comfort
Go Sell Something: Not all demonstrations are created equal
Driving Sales: Body Shop & Collision Repair
Tales from the Road: The life-changing ad
may2023 - 1
may2023 - 2
may2023 - 3
may2023 - Editor's Note: Off to the tool show
may2023 - 5
may2023 - Sneak Peek
may2023 - 7
may2023 - 8
may2023 - 9
may2023 - 10
may2023 - 11
may2023 - Most Wanted
may2023 - 13
may2023 - In Focus
may2023 - 15
may2023 - 16
may2023 - 17
may2023 - 18
may2023 - 19
may2023 - Cover Story: Scanning for sales
may2023 - 21
may2023 - 22
may2023 - 23
may2023 - 24
may2023 - 25
may2023 - Diagnostic Tech: Sensors for current and future vehicle systems: Understanding ADAS sensors, part 1
may2023 - 27
may2023 - 28
may2023 - 29
may2023 - 30
may2023 - 31
may2023 - 32
may2023 - 33
may2023 - Show Me Your Truck: Custom built for comfort
may2023 - 35
may2023 - Go Sell Something: Not all demonstrations are created equal
may2023 - 37
may2023 - Driving Sales: Body Shop & Collision Repair
may2023 - 39
may2023 - 40
may2023 - 41
may2023 - Tales from the Road: The life-changing ad
may2023 - 43
may2023 - 44
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