Matco Tools distributors filled up the room quickly to learn how to improve their diagnostic scan tool sales during the company’s recent Tool Expo held in in San Antonio, Texas. The room at the Grand Hyatt San Antonio filled to capacity each of the four times the session was held. The company’s new diagnostic offerings, the Maximus 2.0 and the maxGo, were a focus of these sessions.
Rich McKenna, Matco Tools southern states regional manager, introduced the session by noting that diagnostic tool sales continue to increase and are currently the fastest growing tool segment in the mobile distribution business. “People are going to continue to invest in diagnostics,” he said. He recommended distributors attend two or three diagnostic related seminars every year.
“You need to attend seminars as the year progresses,” McKenna said. He then recognized 14 individual distributors who have each averaged one Maximus 2.0 sale per month.
One purpose of the session was to help distributors gain confidence in diagnostic tools. Once a distributor feels confident about a tool, he will sell more tools.
McKenna noted that the Maximus 2.0 has several competitive advantages, including a thinner, faster speed, built to IP65 specifications (waterproof and dust proof), the Android operating system (which has the ability to install third party apps and software), a VIN scan feature, 12,000 mAh Lithium Ion battery, and a “true docking station.”
McKenna noted that the docking station is the Maximus’ biggest differentiator since it is the most sought after accessory on most scan tools.
Distributors interviewed by Professional Distributor following the presentation said they found it very helpful. Most said they agree that diagnostic tools represent the biggest sales opportunity.
