Quantcast
Jump to content


Increase Your ARO


Recommended Posts



We use Autovitals digital visual inspection with LOTS of pictures taken by the techs. There are pictures of good stuff and pictures of problems, but the visuals are very appealing to customers. But the main thing that has increased our ARO is great sales techniques by our SAs. The techs can do fantastic checks, but it doesn't do any good if nobody sells it.

  • Like 2
Link to comment
Share on other sites

But the main thing that has increased our ARO is great sales techniques by our SAs. The techs can do fantastic checks, but it doesn't do any good if nobody sells it.

 

flacvabeach hit the nail on the head when he talks about the importance of your SA having great sales techniques.

 

The most important thing to remember is what Thomas Watson of IBM said, which was: "Nothing happens

until something gets sold."

 

In other words, all of your KPI numbers are controlled by what is communicated by your service advisor

at your counter or over the phone.

 

Today's customers are way different than even a few short years ago. The Auto Care Association recently

published a report that revealed: 1 out of 3 of all customers are doing research AFTER receiving a

diagnosis on their vehicle. That's BEFORE agreeing to have work done.

 

That number goes up to 1 out of 2 if the customer is between the ages of 18 and 44.

 

That means, your service advisor needs to know how to communicate two main things to the customer.

 

1) They need to be able to remove 100% of the doubt in the customer's mind that the work is legitimate.

2) Why YOUR shop is their best choice out of all of the options in your area to do the work.

 

It's been our experience that it doesn't matter whether you're using a digital inspection or a paper inspection.

At the end of the day, a digital or paper inspection is just a tool. Both can produce great results when used properly.

 

 

 

 

Link to comment
Share on other sites

Kudos to all of you on the implementation of an inspection process! We're currently in the midst of developing our own digital inspection app that'll allow us to get the very most out of the process, & the sales psychology behind what we do.

 

In the meantime, the single most powerful element to the process as it pertains to ARO is what we call "Quick Notes" We've chosen 6 service items that are checked on every car that comes through our doors, and those items are checked "FIRST & FAST", giving our SA ample time to include them into the estimate we offer our customer once we've determined what they need.

 

This simple step has allowed us to push our average repair order by 16-20% on a weekly basis...which is both exciting and powerful. The most powerful part of ANY inspection/service process is in the consistent EXECUTION of your program. The bottom line? Whatever you do, just do it 100% of the time, and you will absolutely see the results you're seeking.

  • Like 1
Link to comment
Share on other sites

Create an account or sign in to comment

You need to be a member in order to leave a comment

Create an account

Sign up for a new account in our community. It's easy!

Register a new account

Sign in

Already have an account? Sign in here.

Sign In Now
  • Have you checked out Joe's Latest Blog?

         4 comments
      A recent study, done by Harvard Business School, concluded that the real problem with attracting and retaining employees has more to do with the workplace environment, not pay or benefits. While the study did find that an adequate pay plan and offering an attractive benefits package did help with recruiting and retention, it’s not enough to satisfy the needs of employees, especially those of front-line workers.
      The study also stated that in 2021, many companies were convinced that giving raises, sign-on bonuses, and other perks would solve the worker shortage problem and prevent people from quitting. However, this strategy did not work. So, what does work regarding attracting quality people and keeping them employed?
      Essentially, it all comes down to the culture of your company.  Management: do all it can to consider the individual needs of your employees. Your employees want to feel that they have a voice, that their opinion counts, and that their role in your company is both respected and recognized. Yes, pay and a great benefits package will go a long way toward making your employees feel secure, but that’s only financial security. People want more than money.
      To attract and keep top talent requires creating a company that people feel proud to work for. You need to reach the hearts and minds of your employees. Become a leader that people are enthusiastic about working for. You want your employees bragging to their friends and family that your shop is a great place to work!
      Step one to attracting and retaining quality employees: Create an amazing workplace environment for your employees!  Trust me, happy employees make happy shop owners too!
  • Similar Topics

    • By carmcapriotto
      This episode is sponsored by AutoLeap. AutoLeap is a cloud-based all-in-one automotive invoice software that helps you supercharge your mechanic shop. Their customers have experienced:
      30% increase in revenue by improving transparency and trust
      50% reduction in time spent researching and ordering parts
      10% increase in profit margins through robust reporting
      Click here to learn more about AutoLeap and schedule a demo:
       
      AutoLeap Link: http://bit.ly/3GRgO88
       
      Don't forget to rate and review us!
      Coach Chris Cotton from Autofix Auto Shop Coaching provides tips and advice on how to write effective procedures for auto repair shops. He emphasizes the significance of having clear and concise processes and procedures in place for auto repair shop owners to increase efficiency, reduce errors, and improve customer satisfaction. Coach Chris suggests that procedures should be written in a way that communicates what readers need to know, not just what they want to know. He also provides a step-by-step guide on how to create them and highlights the importance of writing at an appropriate reading level, avoiding jargon and slang, and explaining assumptions.
      Creating Processes and Procedures [00:00:59] Coach Chris Cotton discusses the importance of creating processes and procedures for auto repair shop owners, and offers to teach a class on the topic.
      Importance of Clear and Concise Processes and Procedures [00:01:55] Coach Chris Cotton explains how clear and concise processes and procedures can increase efficiency, reduce errors, and improve customer satisfaction in auto repair shops.
      Effective Procedure Writing Skills [00:04:42] Coach Chris Cotton provides tips and advice on how to write effective procedures for auto repair shops, including the importance of being accurate, brief, and readable.
      Step by Step [00:08:26] Tips on how to gather information and write procedures for auto repair shops.
      Assessing Design Elements [00:12:08] The importance of using flow charts, scripts, question and answer formats, and matrix tables to accompany written procedures.
      Final Draft Approval [00:14:50] The process of reviewing and approving the final draft of a procedure by stakeholders and department managers.
       
      Connect with Chris:
      [email protected]
      940.400.1008
      www.autoshopcoaching.com
      Facebook: https://www.facebook.com/AutoFixAutoShopCoaching
      Youtube: https://bit.ly/3ClX0ae
       
      #autofixautoshopcoaching #autofixbeautofixing #autoshopprofits #autoshopprofit #autoshopprofitsfirst #autoshopleadership #autoshopmanagement #autorepairshopcoaching #autorepairshopconsulting #autorepairshoptraining #autorepairshop #autorepair
      Click to go to the Podcast on Remarkable Results Radio
    • By Joe Marconi

      Premium Member Content 

      This content is hidden to guests, one of the benefits of a paid membership. Please login or register to view this content.

    • By carmcapriotto
      This episode is sponsored by AutoLeap. AutoLeap is a cloud-based all-in-one automotive invoice software that helps you supercharge your mechanic shop. Their customers have experienced:
      30% increase in revenue by improving transparency and trust
      50% reduction in time spent researching and ordering parts
      10% increase in profit margins through robust reporting
      Click here to learn more about AutoLeap and schedule a demo:
       
      AutoLeap Link: http://bit.ly/3GRgO88
       
      In this podcast episode, Coach Chris Cotton discusses the importance of having a business coach for independent auto repair shop owners. He lists 16 reasons why having a coach is beneficial, including providing accountability, fresh perspectives, and unbiased insight. A coach can also help with setting attainable goals, improving organization, and celebrating wins. Additionally, they can assist with growth strategies, financial management, employee management and training, and industry expertise. Coach Chris emphasizes that having a coach is essential for shop owners to achieve their dreams and take their businesses to the next level.
      Should You Have a Business Coach? [00:01:44] Coach Chris Cotton explains why everyone should have a business coach, the challenges of running a business, and how a coach can help you achieve your goals.
      Unbiased Insight [00:06:40] A business coach provides unbiased constructive criticism and insights that friends, family, and coworkers may not be able to offer.
      Fresh Perspective [00:08:02] A business coach can help you identify problems and solutions that you may have overlooked due to being too involved in your business.
      Growth [00:07:29] A coach can help you create a strategic business plan to boost growth, qualify your database, and generate leads.
      Balance [00:08:21] A coach can teach you how to balance your professional and personal life, encouraging you to take breaks and prioritize work-life balance.
      Employee Management [00:11:50] A coach can assist in building a strong team, providing guidance on hiring, training, and retaining skilled employees, and implementing performance management systems.
      Don't forget to rate and review us!
      Connect with Chris:
      [email protected]
      940.400.1008
      www.autoshopcoaching.com
      Facebook: https://www.facebook.com/AutoFixAutoShopCoaching
      Youtube: https://bit.ly/3ClX0ae
       
      #autofixautoshopcoaching #autofixbeautofixing #autoshopprofits #autoshopprofit #autoshopprofitsfirst #autoshopleadership #autoshopmanagement #autorepairshopcoaching #autorepairshopconsulting #autorepairshoptraining #autorepairshop #autorepair
      Click to go to the Podcast on Remarkable Results Radio
    • By carmcapriotto
      One of our listeners emailed in with the following question.
      I Always wondered why, when we have another marketing company review and grade our website, it always come out pretty crappy on the scorecard? From loading speed, to keywords, SEO, overall performance etc. I have used Lighthouse and some other things to gauge the performance, but the numbers never seem to match what the other party produces. I feel like some marketing companies use smoke and mirrors for selling their websites that really may not be any better than what we already have. I’m sure this is an issue for others too.
      We answer that question in this episode.
      Talking Points
      There’s a big difference between a solicited audit and an unsolicited audit There are no standards in place Much of what is done in marketing is based on opinion or an internal belief system Trust your “BS meter”  
      How To Get In Touch with Cinch CRM
       
      Website - https://cinch.io/ 
      LinkedIn - https://www.linkedin.com/company/cinchplatform/ 
      Facebook - https://www.facebook.com/CinchPlatform/ 
      YouTube - https://www.youtube.com/@CinchPlatform 
      How To Get In Touch with Shop Marketing Pros
      Group - Auto Repair Marketing Mastermind
      Website - shopmarketingpros.com 
      Facebook - facebook.com/shopmarketingpros 
      Thanks to our partner, RepairPal. Visit the Web HERE
      Click to go to the Podcast on Remarkable Results Radio
    • By carmcapriotto
      One of the biggest complaints we hear from shop owners is they don’t trust the numbers from their CRM. They have good reason for this. In the world of marketing, we refer to the connection of dollars earned to the marketing channels that produced those dollars as “attribution”. This week we talk to Justin Rae, founder of Cinch CRM.  Justin talks with us about attribution and his passion for creating accurate numbers that the shop owner can trust.
      Talking Points
      Attribution defined, and Justin’s history with creating trustworthy attribution How long revenue be attributed to a single marketing action Multi-channel attribution The types of marketing actions can you give attribution to with a CRM  
      How To Get In Touch with Cinch CRM
       
      Website - https://cinch.io/ 
      LinkedIn - https://www.linkedin.com/company/cinchplatform/ 
      Facebook - https://www.facebook.com/CinchPlatform/ 
      YouTube - https://www.youtube.com/@CinchPlatform 
      How To Get In Touch with Shop Marketing Pros
      Group - Auto Repair Marketing Mastermind
      Website - shopmarketingpros.com 
      Facebook - facebook.com/shopmarketingpros 
       
      Thanks to our partner, RepairPal. Visit the Web HERE
      Click to go to the Podcast on Remarkable Results Radio


  • Our Sponsors



×
×
  • Create New...