Service Sales Manager Boot Camp

"We're looking for a few good candidates"

The "Service Sales Manager Boot Camp" is 5 days of intense, hands-on workshop training specifically designed for dealerships that are serious about maximizing net profit in their service departments.

Coker Automotive Consultants provides an opportunity for qualified dealerships to transform their service managers and service departments into sales managers and highly profitable sales departments.

Boot Camp graduates will return to their dealerships fully trained to make immediate, ongoing improvements in:

• Sales

• Gross profit retention

• Expense control

• Customer retention

• CSI

• Net profit

Enrollment is limited to ensure maximum interaction and training effectiveness.

Cost: $4,995

Includes breakfast, lunch, materials, meeting room, three months of management support, tracking, and reporting, and three months of "Service Advisor Success--One Idea At a Time"

Whether we like it or not...

• By the expiration of the warranty period, the average dealership has lost 2/3 of their customer service base. The mass merchandisers are eating our lunch.

• The battle for customer retention is not won or lost during the purchase of a vehicle, but in the 3-5 years of the service cycle

• Service department personnel interact with more customers every day than all other dealership departments combined!

• Manufacturer sponsored training is designed to achieve the manufacturer's goals, not the dealer's.

• Service management techniques have remained essentially the same for decades whereas the market, competitors, and consumers have changed dramatically.

• A well-trained Service Advisor generates the same amount of gross profit as a 30-unit a month salesperson.

• Today's and tomorrow's dealerships cannot reach their full potential with yesterday's service managers.   

If you think you may qualify:

1. The dealer and/or general manager should call (800) 715-8009 for a confidential interview and analysis to determine if your dealership fits the success parameters.

2. If success parameters are positive, and upon agreement by both parties, Coker Automotive Consultants will perform a telephone interview with the service manager to determine whether that individual has the ability to become a Service "Sales" Manager.

3. If interview is positive, and upon agreement by both parties, sales manager candidate will be enrolled in boot camp and dealership will agree to provide necessary materials (local newspaper, financial statements-service, DMS reports, etc.) to Coker Automotive Consultants.

4. Coker Automotive Consultants will then perform an initial analysis of dealership service operations in preparation for the upcoming boot camp.

Topics and Agenda 

Day 1 (noon-5 pm) 

• The changing customer and today’s marketplace

• The new Service “Sales” Manager

• Position mandates:

• 70-75% GP retention

• Tight-fisted expense control

• Manage your salesforce

• Customer defections stop now!

• CSI is a priority

• Identifying, understanding and defeating the enemies to profitability

• Commitment to cultural change

• The RO analysis

Day 2

• Remaking service writers into professional salespeople

• Sales training is a never-ending process

• Daily sales management

• Weekly sales meetings

• Hiring and training of new salespeople

• Effective and motivational pay plans

• Overcoming objections

• Closing the sale

• Sell only needed services. No exceptions!

• Pricing

• Controlling competitive prices and price perceptions

• Maximize your selling rate utilizing market-driven pricing

• Sales weapons

• Menus: design or adjust menus to increase maintenance sales and gross profit retention

• Multi-point inspections (every time, all the time)

Day 3

• Increasing traffic

• 100% customer TO’s from variable depts.

• Ongoing customer maintenance

• Win back customers who have defected

• Using pro-active appointments

• Most of your ad budget is wasted money

• Expense control

• Expense $’s are net profit $’s

• Identify & control necessary expenses

• Eliminate unnecessary expenses

• Control your cost of labor

• Take control of your shop

• Maximize throughput

• More FRH’s, same clock hours

• Support personnel management

• Identification and reassignment of tasks

• Motivating your employees

• Correct staffing levels

• Daily personnel management

Day 4

• Controlling your day and environment

• Task analysis and prioritization

• Daily tasks that are mandatory

• CSI

• Understand and control customer perceptions

• Increase positive response rates

• Inter-dealership relations

• Your new and used sales managers are your best customers. Keep it that way!

• The parts manager is your partner

• Performance tracking

• Inspect what you expect

• Performance numbers you must track, control and know by heart

Day 5 (8-noon)

• Ongoing, never-ending process sustenance

• Regular reporting to Coker Automotive Consultants

• “Service Advisor Success Sales Meetings”

• Support group

• Commitments (Burn the Boat)

• Specifics

• Timing & Action

• Coker Automotive Consultants follow-up requirements

• Management report

Begin your new profession as Service Sales Manager!