ADAS 35 system is operating exactly as intended. ADAS relies on cameras and radar sensors being positioned with incredible precision, so a sensor can be slightly out of alignment without triggering a fault. It’s also entirely possible the vehicle drove perfectly before the repair. ADAS isn’t just there for everyday driving. It’s there for the unexpected moment when emergency braking or another driver assistance feature has to react in a fraction of a second. Calibration simply makes sure those systems continue to perform as they were designed to. “What should I do if a customer refuses the calibration?” Nobody wants an awkward conversation about cost, but that conversation is far easier than explaining why a vehicle was returned without a required calibration. Think about what ADAS systems are designed to do. Autonomous emergency braking, for example, is constantly calculating speed, distance and closing rates. If those calculations are compromised because a system hasn’t been correctly calibrated, that’s not a risk any professional garage should be prepared to accept. The customer’s safety comes first. Protecting your business is another reason to make sure every required stage of the repair has been completed and documented before the vehicle leaves your workshop. “How can we avoid customers getting bill shock?” Start the conversation early. Don’t wait until they’re collecting the car. Before discussing the price, answer three simple questions. Why is it needed? Why now? Why are we doing it? Explain the reason before you explain the price. Once customers understand why calibration is necessary, the invoice becomes part of the repair rather than an unexpected extra. “Is there anything simple we can do that helps customers understand the value of the work?” Yes. Show them the calibration report. Many systems produce reports with diagrams showing the target positions and measurements used during the calibration. Customers don’t need to understand every figure, but they quickly recognise that this isn’t somebody plugging their car into a machine and pressing a button. It’s a measured, documented process carried out with precision by a qualified ADAS technician using manufacturer-approved procedures and equipment. You’re not asking the customer to simply take your word for it. You’re showing them exactly what was done. One simple change in wording can also make a surprising difference. Don’t say: “It’s just procedure.” Say: “It’s the difference between hoping those safety systems are accurate and knowing they are.” “What’s the one thing every front-of-house team should remember?” Don’t assume customers know what ADAS is. We talk about it every day. Most motorists don’t. The best service advisors don’t sell ADAS calibration. They explain why it forms part of a professional repair. That’s an important distinction because you’re not trying to justify an additional charge. You’re demonstrating the standard your workshop refuses to compromise. a1adassolutions.co.uk
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