Many factors come into play while talking with your customers about ADAS. To help make the sale, you’ll need to be fully prepared to answer any questions or objections that come up.
“I think it's incumbent on [mobile tool distributors], in my opinion, that they need to understand a lot about ADAS in the vehicle, so they can consult or advise their customers on what they should be buying,” Frank Terlap, vice president of ADAS Solutions for Opus IVS, says.
When Cornwell Quality Tools distributor Steven Errichetti walks into a shop, before he even considers broaching the topic of ADAS, he’s looking at the size of the shop, asking himself if his customer would be willing to expand, paying attention to windows and other light sources. Whether he brings up ADAS or his customer does, he wants to be able to provide them with the information they need to get started with the equipment that will work best for them.
Errichetti and Terlap both agree that the worst thing a distributor could do would be to sell a customer ADAS equipment that won’t work for them.
Emily Markham is the editor of Professional Tool & Equipment News (PTEN) and Professional Distributor magazines. She has been writing about the automotive aftermarket since 2019, after graduating from UW-La Crosse with a bachelor's degree in English. During her first three years with Endeavor Business Media's Vehicle Repair Group, Markham also wrote for Fleet Maintenance magazine.
