Many distributors agree: independent shops make for an easier approach and scan tool sale, compared to dealerships, for a variety of reasons.
“Dealerships are tough because the guy can buy for just that particular vehicle line, it’s not like being at an independent shop where you have to have all lines,” says Mac Tools distributor Doug Pennington.
“As a general rule, the independents come up with a wider variety of challenges than dealerships,” explains Mac Tools distributor Jeff Frazier. “Some of the solutions they have to come up with are pretty brilliant and creative, instead of just relying on pattern failures.”
“Independent shops are more our type of scan tools, because that’s what they have to use versus they dealership and the factory tools,” adds Cornwell Tools dealer Sean Fenton.
While dealerships have proprietary scanners, Mac Tools distributor Mike Strupp has taken a different approach to dealerships by servicing the used car dealership side.
“I’ve even sold a couple of these to a dealership because of used cars and trade in, that’s not their brand,” explains Strupp. He explains without an aftermarket scan tool, these used car dealerships are left to pay the customer price for diagnosis at another dealership or independent repair shop.
“I usually find the head technician of the shop - the guy that everybody goes to. Usually I try to press him with it first. A lot of times, he’ll buy one,” says Strupp. “Then, he’ll go to the general manager… and then (the general manager) approaches me.”
