By Bob Cooper of Elite
As is true with the top techs, the top service advisors in America need a number of tools in order to succeed. Here’s a list of important tools you can provide to your advisors that will help them maximize sales, customer satisfaction and your shop’s profits.
1. Clearly defined sales goals and car count goals that are broken down into daily goals. Not only will having such goals in place help your advisors stay focused, but they will encourage your advisors to furt
By Bob Cooper of Elite
In the coming years, no component of your business will be more critical to your success than the caliber of the people who work with you. In order to hire and keep superstar employees at your shop, you need to have pay programs in place that ensure they stay motivated and happy to be a part of your team. With that said, here are 8 pay program tips that will help you employ top flight technicians who will contribute to your success for years to come.
1. Without a
By Bob Cooper
When it comes to dealing with objections, most service advisors shut down as soon as the customer says “It’s too much money”, or “I’d like to think it over.” There are a number of reasons why, but the single most common reason is that the advisors don’t know how to handle the objections. Here are what I have discovered to be the best-kept secrets when it comes to dealing with sales objections.
1. Accept the fact that the single greatest cause of sales objections is a poor
#1. Under promise and over deliver. If you apply this principle to your business, you can often exceed the customer's expectations. As an example, when your competitors are asked how long it will take to do a minor service, they will typically tell the customer something like, “It'll take an hour." Unfortunately, they have now set an expectation in the customer's mind. What they should have done was ask the customer how soon they need the vehicle. If the customer were to then respond by saying,
In February 2016, the 2016 Automotive Aftermarket Suppliers Association published their
annual Automotive Aftermarket Status Report.
The report revealed a number of interesting facts and opportunities for auto repair shop owners.
First of all, the amount of unperformed maintenance has reached $69 Billion dollars.
This is a staggering number!
I suspect much of that is for unsold scheduled maintenance.
To find out what this mean to you, please click here for the rest of the
Does your shop run on the TABS AutoFluent Shop Management System?
Their latest release, available now, includes two new myCARFAX Shop Tools. Participating shops can now signup customers for myCARFAX in one-click - simply click the myCARFAX Signup button to the right of the email field in the Invoicing Screen. When your customer is signed up, the button will turn green to let you know.
Have you taken advantage of the myCARFAX Service History Check feature in the Vehicle screen? Now, we'r
Hi everyone,
Just a quick note about the Fleet Work Program.
The first 7 slots filled up quickly, so I opened up another 7 slots. There are only 2 of those slots available. I do not know when (or if) I will open up more.
In case you're on the fence about what fleet work can do for you, I want to clear up 3 common misperceptions:
Misperception #1: "There's no profit in fleet work because you're competing on price." Fleet owners understand the big picture and make their decision b
Hi everyone,
Have you been thinking that adding fleet work would be a good addition to your business?
Fleet work increases your numbers, and smooths out your cash flow. It keeps your techs busy with a steady flow of profitable work.
Until now, our exclusive fleet work sales & management program has only been available to our existing clients.
We are now accepting a limited number of shop owners who would like to add fleet work to their business.
This program is designed t
Hi everyone,
There's a brand new article in the October 2015 Ratchet & Wrench magazine
that suggests price shoppers are bottom-feeders - and should be fired.
Click this link to see why looking at the situation, from a different viewpoint,
may be beneficial to you and your business.
Two of the most common questions I see shop owners asking are centered around
1) How to hire techs and service advisors and
2) What's the best form of marketing for new customers.
The better question should be:
What's the easiest way to attract these people?
The simplest answer is by becoming a magnet by way of your core philosophy.
In order to thrive (not just survive), the auto repair business model must be based
on a core philosophy of "win-win-win".
What that mea
Hi everyone,
Something happened recently that really pushed my buttons.
Weeks later, I'm still angry about it.
Not for me.
But for all the shop owners, like you, who are trying to build a profitable
auto repair business, in today's economy.
What gives them the right to decide what you should or shouldn't be told?
Here's what happened.
I was scheduled to speak at a business conference for auto repair shop owners.
This had been on my calendar for months.
Two we
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