september2021 - 19

COVER STORY
on and on. If I would have been afraid
to jump forward and learn how to fix
those items, every one of those cars
would have went to a dealership. "
And for the shops claiming lack
of training, Watson points out there is
much information to be found online
from reputable websites for technicians
who want to educate themselves.
Regardless of a shop's reasoning for
not offering J2534 reprogramming, they
should be aware of the potential they
have to gain from it.
" If a shop owner can develop a reputation
as the expert in electronics, they
will position their business to thrive in
the future, " DG Technologies' McNelis
says. " Many businesses charge up to $300
in some areas for this service and if the
shop can reprogram and show the report
to a customer all in under an hour, there
is certainly money to be made. "
Shops without J2534 services will
have to forfeit customers or sublet the
work to a dealership or other shop,
meaning there could be delays. Between
the loss of customers, money, and potential
delays, shops should seriously consider
whether not offering J2534 reprogramming
is worth it.
SOME EQUIPMENT REQUIRED
Having the proper equipment to get a
job done quickly and efficiently means
everything to a technician. Looking back
at Figure 1, the statistics show that an
additional 19 percent of shops would be
offering J2534 reprogramming if they
had the equipment to do so.
According to Miller, a shop needs
the following equipment to perform
J2534 reprogramming.
* A Windows-based laptop/desktop
computer - preferably dedicated to
reprogramming alone
* A J2534 Pass-Thru device/scan
tool with J2534 reprogramming
functionality
* A stable battery supply
* An OE-subscription for the
vehicle brand(s) you are
hoping to serve
* A strong and stable
internet connection.
While Lasher makes his way
through his diverse route of dealerships,
independent shops, marine facilities,
aircraft facilities, municipalities, and
more, he keeps his truck stocked with
all their needs. But when it comes to
J2534 reprogramming, he says that one
device stands out among the rest.
" The one I've been selling the
most is the Autel [MaxiSYS MS909], "
Lasher says.
Based on feedback from customers,
they chose the MaxiSYS MS909 due to
its pricing and ease of use. Lasher notes
that when it comes to selling these " big
ticket " items - like scan tools or PassThru
devices - it's usually the shop
When independent mobile tool dealer Matt
Lasher's customers come to him with questions
on J2534 reprogramming, he helps them find a
tool that's the perfect fit.
owner coming to him. Typically, they've
already done some research and have
a good idea of what they'd like to buy.
However, some customers need
more guidance than others. When this
happens, Lasher sits down with the
customer and asks them exactly what
they're looking for. From there, he
guides them towards the tools that best
fit their needs and tries to find them the
best pricing possible.
" And that recipe has been very successful, "
Lasher says. " I sell a lot of scan
tools because of that. "
Additionally, when helping customers
find the right J2534 tool for their
shop, try to keep quality and service
in mind.
Professional Distributor I September 2021 I VehicleServicePros.com 19
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september2021

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