october2023 - 33

COVER STORY
PINPOINTING
the sale
While often overlooked, see how thermal
imaging cameras have been gaining
popularity in the auto industry and tips on
how to sell them.
By Kayla Nadler, Associate Editor
I
t wasn't all that long ago when thermal imaging cameras were only thought
to be used by home inspectors, military personnel, or first responders. In
recent years, not only did the technology advance, but the applications
widened as well. Thermal imaging cameras are now a highly recommended
diagnostic tool for automotive technicians.
" In the last couple of years, thermal
imaging cameras have become more
popular than in years past, " confirms
Cornwell Quality Tools distributor
Jay Hashagen.
Hashagen has been in the tool selling
business for over 25 years and is currently
driving over 350 miles and spending an
average of 58 hours a week on the truck.
His route, located between Seattle, Washington
and Portland, Oregon, consists of
shops ranging from small engines and RV
dealerships to small automotive repair
shops and heavy duty equipment shops.
Before putting in the extra hours
Hashagen has been in the tool selling
business for over 25 years and notes that
although thermal imaging camera sales
can be a bit sporadic, they are important to
keep stocked on the truck.
Photo courtesy of Jay Hashagen
on the road, Hashagen was a volunteer
firefighter. Having prior experience with
thermal imaging cameras, he has seen
firsthand how technology - and price
- has changed over the years.
" Nowadays, you get a better unit
for less, " he notes. " A unit now that
costs $450 would have cost $800 to
$1,000 five years ago and it probably
has better resolution. "
Since a thermal imaging camera
is not a frequent purchase item like a
hand or specialty tool, sales can be a
bit sporadic.
" I may go two months without selling
one but then I'll sell two in three
weeks, " he says. " It all depends on what
guys are working on. "
Regardless, Hashagen makes sure to
keep thermal imaging cameras stocked
on this truck.
" It's a specific diagnostic tool, " he
says. " Not one that you plug into the car
and use every time but it's a time saver,
that's what it is. "
WHY THERMAL IMAGING?
By detecting infrared energy (or heat),
thermal imaging cameras can quickly
and accurately identify temperature differences
and abnormalities using a noninvasive
and non-destructive approach.
As vehicles become more complicated,
more technicians are starting to
lean towards using thermal imaging
Professional Distributor I October 2023 I VehicleServicePros.com 33

http://www.VehicleServicePros.com

october2023

Table of Contents for the Digital Edition of october2023

Editor's Note – The road to success at trade shows
Sneak Peek
Most Wanted
2023 PTEN People's Choice Award Winners
In Focus
Cover Story – Pinpointing the sale
Diagnostic Tech – Decoding automobile network communication challenges
Show Me Your Truck – Taking a leap of faith
Go Sell Something – Catching the prospect that got away
Driving Sales – Tire & Wheel Service
Tales from the Road – The tool bank
october2023 - 1
october2023 - 2
october2023 - 3
october2023 - Editor's Note – The road to success at trade shows
october2023 - 5
october2023 - Sneak Peek
october2023 - 7
october2023 - 8
october2023 - 9
october2023 - 10
october2023 - 11
october2023 - Most Wanted
october2023 - 13
october2023 - 2023 PTEN People's Choice Award Winners
october2023 - 15
october2023 - 16
october2023 - 17
october2023 - 18
october2023 - 19
october2023 - 20
october2023 - 21
october2023 - 22
october2023 - 23
october2023 - In Focus
october2023 - 25
october2023 - 26
october2023 - 27
october2023 - 28
october2023 - 29
october2023 - 30
october2023 - 31
october2023 - Cover Story – Pinpointing the sale
october2023 - 33
october2023 - 34
october2023 - 35
october2023 - 36
october2023 - 37
october2023 - 38
october2023 - 39
october2023 - Diagnostic Tech – Decoding automobile network communication challenges
october2023 - 41
october2023 - 42
october2023 - 43
october2023 - 44
october2023 - 45
october2023 - 46
october2023 - 47
october2023 - 48
october2023 - 49
october2023 - Show Me Your Truck – Taking a leap of faith
october2023 - 51
october2023 - Go Sell Something – Catching the prospect that got away
october2023 - 53
october2023 - Driving Sales – Tire & Wheel Service
october2023 - 55
october2023 - 56
october2023 - 57
october2023 - Tales from the Road – The tool bank
october2023 - 59
october2023 - 60
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