As thermal imaging cameras and other new technologies continue to find their place in the automotive industry, it’s important for mobile tool distributors to know how to position the latest tool in front of their customers.

"You don’t need to be an expert," Cornwell Quality Tools distributor Jay Hashagen says, "but you need to know enough about it to answer basic questions, and you need to know where to find answers to questions you don’t know."

Hashagen makes sure to have a thermal imaging camera charged up on his truck at all times. Typically, it’s Cornwell’s CTGT120, which his customers like best for its price point, screen size, and overall compact size.

"I just fire it up and have [my customers] look at the electrical panel in the tool truck," he adds. He’ll also let them look under the hood and at his brakes with it. "I let them use it as they’re going to use it. It’s a super easy way to show the tool. Just put it in their hands and the tool sells itself."