By Joe Marconi
This topic has been discussed before, but I think it's more relative today than ever.
Smart auto shop owners understand they need to constantly recruit, but what about keeping the employees we have now?
Let's revisit this topic and discuss your retention strategies and other comments on keeping your valued employees.
By Joe Marconi
It's officially July, which means the NAPA Expo is this month in Las Vegas! If you're going, you aren't going to want to miss Bob Cooper present The Top Shop Playbook for Finding & Hiring Top Techs. Bob will be discussing what it takes to create an incredible compensation & incentive packages, and how to create a principle-based culture that fosters growth and development. You'll also learn how to make offers to the superstars that are truly irresistible, and you'll discover easy to apply ways for you to connect with the stars that you are looking for! Mark your calendars, Bob will be speaking Tuesday, July 19 at 1:00 – 2:15pm & 4:30 – 5:45 p.m., and Wednesday, July 20 at 2:45 – 4:00 p.m. Learn more here!
How do your service advisors close their sales with a customer? Are they pre-scheduling for future maintenance appointments? Brett Beachler’s business has a 40% close rate for pre-scheduled maintenance appointments. He discusses how to make your current customers, your future customers. Grab a pen and paper or head to the show notes on this episode. You don’t want to miss Brett’s closing presentation that can be implemented in your business.
Brett Beachler, Beachler’s Vehicle Care & Repair, Peoria, IL. Listen to Brett’s previous episodes HERE
Key Talking Points
Customer close procedure/presentation Try to understand what the other person sees and not just what your shop wants Factory specified maintenance review on cars- review the history on Carfax, review what the car needs according to the factory maintenance specifications. The system will actually calculate a date when it thinks you'll be due. Ask what are your plans on the car? Is the car paid for? Review with the customer what your technicians did. Solidify them saying “You guys are my guy.” Lay the groundwork for them to say “You know what? You just gave me all the right reasons to make an appointment 4, 5, 6, 7 months in advance” Send a text to them about a week ahead What you don't want to do- run the actual credit card amount and then try to explain it to the customer the factory maintenance and review etc.. As soon as they run that transaction, they're done. You must direct your advisors the best way they will get the highest batting average for pre-scheduling. Don't start with a closed transaction. If you don't capture them at that closed sale then the next thing is the email and the text, if we don't catch 'em there, then they call up three weeks later and say, “Hey, I just wanna schedule an oil change. And we go, oh, whoa, whoa, whoa, wait, wait, wait, wait, wait, you got all this factory maintenance dude. You wanna do it?”
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Set your sights on Las Vegas in 2022. Mark your calendar now … November 1-3, 2022, AAPEX - Now more than ever. And don’t miss the next free AAPEX webinar. Register now at AAPEXSHOW.COM/WEBINAR.
More Time. More Profit. Transform your shop at getshopware.com/carm
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By Joe Marconi
It's hard to believe that it's almost a year since COVID-19 hit. And for many businesses, and repair shops, it's been a challenge. While many areas around the country have not seen a downturn, there are other areas that have been harshly impacted.
Areas such as mine have seen a decline in miles driven per customer of up to 50% or more. Just consider working from home, the drastic decline of going out to dine and other activities, a decrease in after-school activities, a decease in youth sports, buying online and every other action that has become the norm, and it adds up to a negative impact for so many shops.
NOW, you know ME. I always put a positive spin on everything. At this too shall pass. COVID-19 will be behind us and we need to prepare for great times ahead.
I urge everyone to focus on people: Your family, your employees, your customers, and the community.
With regard to your customers, they will remember you and their experience long after the water pump or mass air filter you replaced in their car.
If you are having a decline in sales, here a few tips: Establish your new goals, look at your expenses, reevaluate your breakeven, make sure your labor and part margins are in line. BUT, never forget that your most important strategy is the culture of your business.
Lastly, cherish every minute with family. This Crisis has brought Clarity. And let's never forget the things that money cannot buy.