When selling scan tools, Harlan Siegal, president of Launch Tech U.S.A., recommends becoming an "information broker."
"You'd be surprised how much education happens by the sales guy. [The truck] becomes the gathering place. In our world, the tool dealer who’s there every week, at every shop in the country, he is that information broker, and he should be. [Ask your customers] ‘Hey, did you hear about the pre/post-scan stuff happening in collision market?’ Maybe I’m not a collision shop, but I did replace that seat weight sensor.”
When performing a scan tool demo in an aftermarket shop mobile dealers can show their customers how quick and easy the pre- and post-scan feature is, and describe the benefits of the information it provides.