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Are You Offering Factory PM on Every Car? (Sample Tip from Premium Members Area)
While it may seem to be an obvious thing to do many shops still do not consistently check for which factory maintenance items are currently due on every car in the shop. Most shops today have quick and accurate access to what is due. You can either create canned jobs for everything listed or offer items individually. Almost every car will be due for something. Create a solid system where techs and advisors check it every time on every car and watch your average RO increase.
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2 Replies
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This is a great tip! The average age of vehicle on the road today is 11 1/2 years old, so you’re correct when you say, almost every car will be due for something.
The system you’re suggesting needs to include a step-by-step sales process that does two things:
1) It eliminates 100% of the doubt in the customer’s mind that the maintenance or repair is needed and the true benefit of getting the work done.
2) It also needs to include a benefit-driven reason why that shop is the best shop to do the work.
My experience has been: most service advisors are battling to sell to today’s internet-driven, “more educated” customers because they don’t have an effective selling system.
So, they attempt to sell scheduled maintenance. However, if they’re not successful at it, they quit trying.
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We do Inspections and offer OEM Guideline needs on every vehicle.
The Tech’s do receive pay for this.
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