Oscilloscopes, borescopes, and multimeters are all necessary parts of a technician’s diagnostic test equipment line-up.
As Mac Tools distributor Jim LaJoy sees it, “[The equipment] just helps [technicians] with their everyday job. It makes it easier with all this new technology. It’s like you can’t even change a set of windshield wiper blades on a car unless you have a scan tool.”
When you have tools like these that are more “needs” as opposed to “wants” for your customers, the only thing you really need to figure out is how to ensure you’re getting your customers the right tool for their needs.
Price plays a large role in people’s considerations when making a purchase. Anything you can do to help cut costs for your customers could aid in you making more sales. LaJoy notes that utilizing the sales featured in the flyers can be a way to encourage your customers to purchase some of those tools with higher price tags.
“With the way the economy's been the last few years,” LaJoy says, “everybody's kind of penny pinching a little bit…I find they wait till [the tool] comes out in the flyer to purchase it.”
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.
