Diagnose Your Diagnostic Sales

Computers in the auto repair industry have become as common as cellphones ringing during a movie.

Do your research on both sides

The occasional facelift on equipment and packages should be expected, but apart from that, distributors need to do their own research on their customers' needs and what equipment they can offer. The information distributors share can help make their customers' jobs a little easier, while also increasing the distributor's on-the-road revenue.

"You will never know all the answers, nor will your competitor," said White. "So don't be afraid to talk about the latest tester … technicians want to know about new tools, especially new test equipment."

Diagnostic equipment and software can sometimes seem as complicated as they are efficient.
Luckily, the answers are just a phone call away.

Alan Brown, Ease Diagnostics. www.obd2.com
Steve White, Electronic Specialties. www.esitest.com
Jay Horak, AutoEnginuity. www.autoenginuity.com

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