Sales Tip: Be a resource for anything you sell

March 26, 2025
If you don't fully understand the systems you're selling to shops, you can't provide your customers the service they need.

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. 

About the Author

Emily Markham | Editor | PTEN and Professional Distributor

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. 

Sponsored Recommendations

Remote Expert: Access OEM Services On Your Autel Tablet

Carrying active OEM subscriptions for all manufacturers is not possible for many shops. However, access to this software is required for certain modern vehicles and repairs, and...

How to Properly Lubricate your Air Tools

Learn how to properly lubricate your AIRCAT air tools to keep them running at peak performance. Discover essential daily maintenance and storage techniques, along with the right...

Save Time with Standard's Kits & Multipacks

Stock up on essential repair kits! Discover how Standard's multipacks simplify repairs and reduce downtime.

Fuel Injection Training – Pro Tips for Techs

Choosing the right fuel injector matters. Learn best practices for selection and related component recommendations.

Voice Your Opinion!

To join the conversation, and become an exclusive member of Vehicle Service Pros, create an account today!