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Auto Repair Sales Process
The sales process is a step by step definition of the phases involved in earning business. The process is intended to define the approach to acquiring new customers but many of the phases are applicable for repeat business as well. From prospecting through preparation for initial contact to needs assessment to presentation, completing the sale…
Service Advisors – Keys to Dealing with Sales Objections
The Keys to Dealing with Sales Objections When it comes to dealing with objections, most service advisors shut down as soon as the customer says “It’s too much money”, or “I’d like to think it over.” There are a number of reasons why, but the single most common reason is that the advisors don’t know…
Checklist for Building a World Class Shop
Checklist for Building a World Class Shop We work with many world class shop owners throughout North America, and over the years we have discovered that the majority of them have a number of things in common. Beyond the fact that they are owned and operated by people who have clearly defined goals, the right…
Automotive Repair Resource Interdependencies
There are many interdependencies in an automotive repair operation. Interdependencies can be sources of synergy or conflict depending on a number of factors. From a management perspective when people are aware that others depend on them and they’re sometimes the same people they depend on teamwork and growth in productivity can become more easily achievable.…
5 Keys to Auto Repair Shop Resource Utilization
Making the most of available resources in an auto repair business can have a major impact on sales and profitability. The objective of an auto shop is to service vehicles and thus much focus is directed to effective utilization of technician labor hours. However, focusing on efficiencies in the people and processes that support the…
Using Statistics in Auto Repair
Statistical data is utilized throughout the automotive repair business. Statistics involve measuring and counting. The air pressure in tires, the depth of tire tread and the thickness of brake pads are examples of measurements taken frequently in automotive repair. Each individual measurement would be referred to as a statistic. If grouped into classes and summarized…