GSF Car Parts in the UK has issued a warning to garages to beware of the “hard sell” when it comes to choosing diagnostic systems. The company believes increasingly aggressive sales tactics from many suppliers of diagnostic equipment is acting against the best interests of the independent aftermarket.

Due to inherent complexity, diagnostic equipment is very easy to miss-sell according to the parts supplier. It says this can occur both accidentally, through lack of knowledge, or through sellers being ‘economical with the truth’ regarding the real-world functionality garages can expect.  Three primary problem areas have been identified. The first issue is exaggeration of vehicle or system coverage. Secondly, there’s simplification of the process of setting or up or learning to use these tools to their full potential. Finally, come claims over future support or software and data updates.

John Wright, Head of Garage Equipment and Customer Development at GSF said, ““These problems have been getting worse lately. Diagnostics are now more main-stream, with lots of suppliers tending to compete on price.” John says this often leads supplier to promote deals that seem too-good-to-be-true. He comments, “These offers happen because the motor factor, or the manufacturer has a lot of stock of a particular product to shift. This is when we most often find garages get sold something that isn’t right for their needs; so even if the initial price looked appealing, it’s poor value when the kit they buy doesn’t do what they need it to, or what they expected.”

The danger is that garages are then put off making essential investment in the diagnostics products they increasingly need to work profitably on modern vehicle systems because of lack of knowledge and fear of buying the wrong equipment. 

John points out that diagnostic tools, no matter how good also need good well trained technicians. He says, “Even the right diagnostic tool can only identify components performing outside parameters and suggest possible causes, so it’s essential the technicians have the skills sets in place too.”