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An Excellant Quote To Run Your Shop By


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This is a good one:

 

"There isn't anything in the world that someone cannot make and sell cheaper and the person who buys on price alone is this person's legal prey."

John Ruskin - English Essayist 1819-1900

 

Quality life-long customer's don't purchase based on price!

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TTP

 

I have found that it all depends on the area your shop is in. You are telling them the right thing. It's you reputation that can be hurt if and when something goes wrong with the cheap parts that they are probably bringing in. Don't take that chance. What may also help is offering a better warranty. My warranty is 3yrs/Unlimited miles. We only use OE or factory parts. We pride ourselves on this. Remember, it is your shop and you only want quality life-long customers.

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If you are selling parts and labor you are going to lose. You are selling a service. That service happens to come with a highly qualified technician performing the work and an industry leading warranty and also includes parts and labor. When you start the sales conversation with parts and labor breakdown you just put yourself on the bottom of an uphill battle.

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If you are selling parts and labor you are going to lose. You are selling a service. That service happens to come with a highly qualified technician performing the work and an industry leading warranty and also includes parts and labor. When you start the sales conversation with parts and labor breakdown you just put yourself on the bottom of an uphill battle.

 

Yes, you sell a SERVICE! Never give a customer a break-down unless they ask. We always give the bottom line total first, then individual service prices (only when asked), then a break down of parts and labor (only when asked). It makes the sale easy.

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  • Have you checked out Joe's Latest Blog?

         3 comments
      Got your attention? Good. The truth is, there is no such thing as the perfect technician pay plan. There are countless ways to create any pay plan. I’ve heard all the claims and opinions, and to be honest, it’s getting a little frustrating. Claims that an hourly paid pay plan cannot motivate. That flat rate is the only way to truly get the most production from your technicians. And then there’s the hybrid performance-based pay plan that many claim is the best.
      At a recent industry event, a shop owner from the Midwest boasted about his flat-rate techs and insisted that this pay plan should be adopted by all shops across the country. When I informed him that in states like New York, you cannot pay flat-rate, he was shocked. “Then how do you motivate your techs” he asked me.
      I remember the day in 1986 when I hired the best technician who ever worked for me in my 41 years as an automotive shop owner. We’ll call him Hal. When Hal reviewed my pay plan for him, and the incentive bonus document, he stared at it for a minute, looked up, and said, “Joe, this looks good, but here’s what I want.” He then wrote on top of the document the weekly salary he wanted. It was a BIG number. He went on to say, “Joe, I need to take home a certain amount of money. I have a home, a wife, two kids, and my Harly Davidson. I will work hard and produce for you. I don’t need an incentive bonus to do my work.” And he did, for the next 30 years, until the day he retired.
      Everyone is entitled to their opinion. So, here’s mine. Money is a motivator, but not the only motivator, and not the best motivator either. We have all heard this scenario, “She quit ABC Auto Center, to get a job at XYZ Auto Repair, and she’s making less money now at XYZ!” We all know that people don’t leave companies, they leave the people they work for or work with.
      With all this said, I do believe that an incentive-based pay plan can work. However, I also believe that a technician must be paid a very good base wage that is commensurate with their ability, experience, and certifications. I also believe that in addition to money, there needs to be a great benefits package. But the icing on the cake in any pay plan is the culture, mission, and vision of the company, which takes strong leadership. And let’s not forget that motivation also comes from praise, recognition, respect, and when technicians know that their work matters.
      Rather than looking for that elusive perfect pay plan, sit down with your technician. Find out what motivates them. What their goals are. Why do they get out of bed in the morning? When you tie their goals with your goals, you will have one powerful pay plan.
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