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  • Are You Selling it All?

    Posted by Tom Ham on January 17, 2020 at 11:47 am

    The following is an excerpt from a speech I give at the AVI 2020 Conference in Fort Myers


    Let’s take a trip to your shop and look at an opportunity you will frequently see this year.

    The John and Mary Smith family brings you their 10-year old 150,000-mile Honda Odyssey family transporter.

    They have three issues in need of repair.

    You locate the problems.

    Your inspection locates four other repair issues.

    Plus, your maintenance history check determines that 8 of 12 Honda factory scheduled services are due.

    If fully brought up to date and properly maintained, this vehicle should be good for at least another five years and 100,000 miles.

    Your estimate to do that is $4,153.

    You get the authorization.

    Two days later they pick-up and you collect.

    Their car is in far better condition than when it arrived.

    Shop profit and employee pay are both excellent.

    But the story doesn’t end there.

    What are the results of your sales ability and service expertise?

    Let’s stop by the Smith house and see what happens.

    The Smith family has avoided a $35,000 accident in a new car showroom.

    If they had bought a new car for Mom, Dad would have made the case that to be fair, each of them should get a new car. He would have opted for a new F150, so they also avoided a $40,000 accident in a different showroom.

    Of course, those are only car loan amounts.

    The sales tax alone on those two cars would have been over $5,000

    You did all that work for less than the sales tax!

    The loan payments on those two new cars would have been about $1,300 a month for the next five and a half years.

    $1,300 x 66 months = $85,800


    Some of the money they saved will go for increased service on their older cars (a bonus for your shop), but most of it will go in their pockets.

    Over the next five years:

    They’ll spend a week camping at the lake each summer

    – because they won’t have to make car payments.

    The kids will participate in additional pay to play sports and other activities

    – because they won’t have to make car payments.

    They’ll be able to add on that 3rd bathroom which helps with four kids

    – because they won’t have to make car payments.

    They will go on family vacations to Yellowstone, Disney World, and Washington, D.C.

    – because they won’t have to make car payments.

    John and Mary will have fewer arguments about money

    – because they won’t have to make car payments.

    Of course, I could go on.

    You are probably thinking right now of a dozen more.

    All these things will improve the quality of their family life.

    However, the quality of their family life will not suffer one bit from the lack of newer cars in the driveway.

    The impact, however, is not limited to the Smith family.

    When families are financially healthier, it impacts their neighbors, their relatives, their church, their coworkers, and so many other areas in their community.

    All from that ripple that started at your shop with that $4,153 sale.

    And you thought you just fixed cars.

    Rick White replied 2 years, 5 months ago 3 Members · 2 Replies
  • 2 Replies
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  • Rob

    January 23, 2020 at 7:52 am

    Great stuff!  Thank you Tom

  • Rick White

    January 23, 2020 at 9:55 am

    Mic drop!

    Well said, Tom!!!