Professional Distributor - 7

COVER STORY

DIAGNOSING THE NEED

for scan tools

You don't need to be a scan tool expert, but understanding
basic functions and capabilities can lead to greater profits.
by Kayla Oschmann, Assistant Editor

oday's shops require not just one, but multiple scan tools for a typical day's work. As more and more electronics are incorporated in
vehicle systems, the more challenging it is for technicians to find
the problem and fix the vehicle fully. From simple maintenance procedures
such as identifying codes and performing resets to advanced programming
and ADAS calibrations, the use of scan tools is not only recommended but
essential in this day and age.

"If you want to fix a vehicle, you
need to connect to the electronics on it
to figure out how they are wired," says
Bruno Gattamorta, vice president of
sales and marketing at Cojali USA.
Chad Schnitz, national sales manager - strategic accounts, Autel North
America, adds that systems in late-model vehicles are communicating with each
other at extremely high speeds and these
systems can see a problem coming even
before the driver knows there is an issue.
"Having a high-quality, professional-level scan tool gives the shop the
ability to talk to that vehicle and see
what the vehicle systems see," he says.
"Vehicle systems are so intertwined that
they can actually cover up issues that we
cannot see or feel."
As a mobile tool dealer, you don't
have to know everything about every
scan tool. Listening to your customers'
needs and having a basic understanding
of the functions, capabilities, and coverage will go a long way and, ultimately,
make the sale.

FINDING THE BEST FIT
There are many scan tools on the market
today and therefore many to select from.
Each scan tool manufacturer claims to
have their own specialty, better vehicle
coverage, more diagnostic functions and
features, etc. These claims can be overwhelming for a technician who needs
to figure out what tool is best for them
to purchase.
"Some may think just because it's
the most expensive, it's the best - and
that's not always the case," Autel's
Schnitz says. "Unfortunately, there is
no one tool that can do everything."
The best way for mobile dealers to
help find the right scan tool for their
customer is by talking to them to determine their individual and shop-based
needs. Asking questions - perhaps a lot
of questions - to discover what they need
now and, in the years, to come is key.
"Spend time with your customers,
listen to their needs, and identify what
options they have, focusing on what

would really benefit their shop in the
short and long term," says Dario Peruch,
managing director at TEXA USA.
Some sample questions, Schnitz
offers, include: Do you want TPMS built
into your diagnostic tablet? Do you want
the ability to do J2534? Do you need the
option to program keys?
A challenge that many technicians
face when selecting a scan tool is finding one with the ideal coverage. Making
sure the scan tool covers most, if not
all, of their customers' vehicles (makes,
models, and years) entering their shop
is a top concern.
"Mobile dealers can help technicians
identify what [scan] tools have the best
coverage by visiting the manufacturers'
website," says Oksana Kravets, marketing
and creative agency specialist at Bosch
Automotive Service Solutions.
Bosch offers an online coverage map
that's updated when a new software
update has been published. "Technicians can use this coverage map to look
at specific vehicles that are common
in their shops to see the coverage that
they can expect from a Bosch scan tool,"
Kravets says.
As with most other tools, being able
to hold the tool and see how it works is
crucial for technicians. Demonstrating a
scan tool is no different and is not difficult to do.

Professional Distributor I September 2020 I VehicleServicePros.com 7

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