For independent distributor Jared Charlesworth, selling J2534 reprogramming tools is like clockwork. His technicians ask for the tools almost weekly, with a sale being made nearly every month.
“I’ve been approached more so lately about having it,” Charlesworth says. “It’s started to take hold I think a little bit more in the independent shops.”
It helps that Charlesworth keeps a diagnostic tool turned on at the front of his truck so customers can interact with it and familiarize themselves with its capabilities. Demonstrations are more centered on the technician, giving them hands-on experience with the tool.
“As far as demonstrating the product’s value, I’d recommend letting the technician try it out for themselves,” says Steven Haney, territory sales manager for Bosch Automotive. “Distributors might consider directing the customer through a routine software update or diagnostic reading, or even allowing the [technician] to test the product on a trial basis within their own shop.”
Not only can having these pass-thru devices in their shops set a technician apart from the rest, but it can also save them money. A J2534 device allows shops to expand their coverage to different vehicle models without the need to invest in OE tools, explains Mark Wine, Opus IVS.
