Professional Distributor - 35

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A thermal imager can be used to
pinpoint and document these issues.
Failures in components like heated
and cooled seating surfaces.
Damaged rear window defroster
gridlines.
Dashboard switchgear for components with high current draw.
Accessory driving lights, heated
seats, or drive modes might be carrying abnormal resistance or shorting, and they will heat up, indicating
a failing switch or relay.
Failing injectors, misfiring, or low
pressure in one cylinder. These
items can be revealed by a stark
contrast of the suspect cylinder's
manifold showing a lower temperature than others.

FINDING THE RIGHT
FIT FOR THE JOB
As with any diagnostic tool, the best
solution depends on the application.
There are a variety of criteria for helping shops decide on the proper thermal
imaging tool for them.
There are two main types of thermal imaging tools available: a dedicated
thermal imager designed for automotive
use, or an electrical test meter with a
built-in thermal imager. A dedicated
thermal imager tends to be easier to aim
and has a larger display, but for shops
looking for a more economic option, a
hybrid thermal imaging electrical meter
can offer many of the same capabilities.
All thermal imaging tools essentially work the same way, says Javier Hernandez, project manager, JS Products.
"Where [thermal imaging tools] differentiate themselves is in the temperature range and thermal resolution," he
explains. "Both temperature and resolution will affect the cost of the unit."
The better the resolution, the more
detail technicians will be able to see.
And, higher resolution tools will offer a
better range, allowing users to see longer
distances using the tool. Temperature
sensitivity is also an important aspect

of thermal imaging tools, especially
for automotive applications. Choosing
tools with a larger temperature range
will allow the widest possible range of
diagnostic capabilities.
Another factor to consider is the
"distance to spot" ratio, FLIR's Wexler
says. In other words, how close do you
need to be to get an accurate reading?
"Farther is always better," he adds. "For
example, an imager with a 1:12 ratio
works best one foot away, while a 1:30
ratio provides an added layer of safety
and accuracy at 30" away."
Also consider the durability of the
tool, whether it has any convenient
extras such as a built-in light and laser
pointer, and image storage.

TIPS FOR SELLING
Shops want to buy equipment that
provide demonstrated value. If they
can see how a product will save them
time and effort, they will be more likely
to purchase it.
"Give them examples of common problems and show how the
thermal imager can help resolve
those issues faster," suggests JS
Products' Hernandez.
"Thermal imagers are a high impact
and hands-on tool," Wexler adds. "Use a
security cable if needed, but make sure
customers can handle the imager and
try it out. Seeing is really believing, and
that's what will get customers excited.
The best way to demo it is to let them
try it on a car they're working on, or
to scan your truck's components to see
what it reveals."
Ask the shop if they ever have a
hard time convincing customers to
agree to repairs. If they say yes, ask if
the ability to show a customer a vivid
picture of what's wrong with their
vehicle might help build trust and get
them to agree to complex repairs that
can be hard to explain.
Ask questions about the specific
applications that they will be using the
thermal imaging tool for, what features

they would like to have, and then suggest a tool that best fits those needs.
For example, if the shop intends to use
the thermal imager for a lot of diesel
engines or turbocharged engines, they
will need a thermal imaging tool with a
larger temperature range, so the tool can
handle the temperatures these superhot components can reach. More tech
savvy shops might appreciate a tool that
has the ability to "talk" to the shop's
iPad using Bluetooth to show customers what the technician is working on.
Like with a phone or digital camera, image storage is an important
consideration. Thermal imaging tools
should have enough storage for larger,
high resolution images. As a general
rule, 4GB is a good standard, Wexler
suggests. Many thermal imagers have
expandable memory, so consider stocking extra memory cards, as well as extra
batteries and protective storage cases, to
encourage add-on sales.
Take the time to understand thermal imagers, and take advantage of
resources provided by manufacturers,
such as videos that highlight the top
features of each tool.
This is a difficult product category
to sell without a demonstration if the
shop doesn't already use thermal imaging tools. Distributors that can show
how this tool category helps streamline
vehicle diagnostics will have a competitive edge when selling to shops.
"Many prospective customers have
preconceived notions that thermal
imagers are cost-prohibitive and out
of budget," Wexler says. "Don't end the
conversation there. Prices have come
down dramatically, even over the last
few years. Make sure they know that!"
Thermal imaging tools are not a
specialty tool-they are a tool that can be
used for a variety of diagnostic applications. Boost sales by helping prospective
buyers understand how this powerful
tool category could change their day-today diagnostic process to make it more
efficient.

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