Diagnostic equipment can have a high price tag, and some technicians say they don't know how to bill their clients appropriately to get the biggest return on investment. As a sales person, providing tips, advice and an example scenario can boast your credibility and sales. 

Professional Tools & Equipment News magazine, a sister publication of Professional Distributor, recently held a roundtable discussion at NACE Automechanika in Chicago, featuring shop owners, automotive technicians and other industry professionals. During the roundtable, the Advisory Board brought up an issue and solution for shop owners when it comes to billing clients for diagnostic work that you could use to up-sell equipment. 

The scenario: When customer 1 comes in with a problem that isn't easily identified, it can take hours of man power and research to find the solution. But, once the job is completed, that customer can be billed appropriately.

The problem: Now, if customer 2 comes in with the same problem the technicians already knows how to fix the problem. Instead of it taking the initial, for example, 8 hours to research, diagnose and fix the problem, it would take, for example, 2 hours. If technicians bill customer 2 for the actual time it took, there's a missed revenue opportunity. It's also a disservice to the knowledge and experience the technicians gained from the first time they solved the problem. 

The solution, according to the PTEN Advisory Board: Bill the customers for the cost and hours of the time it took during the FIRST diagnose every time following. For example, charge customer 2 (and 3, and 4 ... and 10) the same amount you charged customer 1, even though it will take 6 hours less to complete the repair. It's a time and money saver in the long run. Technicians should be billing for their knowledge, and their equipment, according to members of the board.

Market diagnostic equipment as an investment that will pay off quickly, save time and  generate revenue. 

The discussion was made up of: John Anello, President, Auto Tech On Wheels; Scott Brown, iATN / Owner of Connie & Dick's Service Center Inc.; Chris Chesney, Senior Director, Customer Training, CARQUEST Technical Institute; Matt Fanslow, Riverside Automotive; Edwin Hazzard, Owner and Mobile Diagnostic Tech, Automotive Tech Systems; Barry Hoyland, owner/trainer, Vehicle Service Solutions of California (VSSCA); Pierre Respaut, Lead Tech, Brookfield Auto Care; Brandon Steckler, Diagnostic Technician, Advanced Automotive Diagnostics and Repair; “G” Jerry Truglia, Shop Owner / Trainer, ATTS.