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In Dealership Consulting




"We are on track to increase our service department
net profit by $300,000 in the first year!"  

Our in-dealership consulting services will make a substantial and immediate impact on your service department's bottom line. Our goal is for the dealership to completely recoup their investment in our services in less than 60-90 days. Our focus is primarily on:

  • Increasing labor and parts sales
  • Increasing gross profit retention
  • Increasing customer retention
  • Controlling expenses
  • Improving CSI
  • Improving net profit

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Service Department Profit Improvement Programs 

Total Service Analysis
An in-depth, on-site analysis of the service operation

  • Service Advisor selling skills
  • Repair order analysis
  • Financial analysis
  • Market position and opportunities
  • Pricing and sales tools
  • Profit opportunities
  • Departmental expense analysis
  • Shop efficiency

At the conclusion of this 2-day engagement, we will perform an exit interview with dealership management and provide a complete report within 5 days outlining our objective analysis of the service operation and what profit opportunities are available.    

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Service Advisor Sales Training
We will train your service writers how to become SERVICE SALESPEOPLE.

  • Hands-on sales training in the drive
  • Training sessions in seminar setting
  • Coaching and counseling

All designed to equip the service salesperson to:

  • Overcome objections
  • Close the deal
  • Retain the customer
  • Improve CSI
  • Improve menu sales
  • Increase gross profit retention
  • Enjoy their career
Upon completion of this training, your service salespeople will have the techniques and the confidence to handle the most difficult selling situations and improve their Flat Rate Hours per RO (FRH/RO) average credibly and professionally. Cost varies depending on number of advisors.

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Service Merchandising Program
Objectives of the Service Merchandising Program are:

  • Improve FRH/RO average
  • Increase gross profit retention
  • Increase parts sales
  • Improve shop productivity and efficiency
  • Retain more customers

During this 5-day/1-Visit or 7-day/2-Visit engagement, we will:

  • Perform a market analysis to determine our pricing and sales opportunities
  • Design, develop, and/or revamp sales tools such as menus and multi-point inspections
  • Implement market-driven pricing
  • Improve sales of "gravy" type work
  • Improve price perceptions in the marketplace
  • And, improve our gross profit retention and ELR
  • Train the Service Advisors
  • Effective sales presentations
  • Overcoming objections
  • Improving customer retention and CSI
  • Closing the sale
  • Implement performance tracking
  • Key performance numbers that a Service Manager must know and control
  • "You can't manage what you can't measure"
  • Exit interview and report
  • Detail of the merchandising elements and procedures necessary to continue the improvement process

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Total Service Net Profit Program

Objectives of the Total Service Net Profit Program are:

  • Improve department sales
  • Improve gross profit retention
  • Reduce department expenses
  • Improve department efficiency
  • Improve customer retention
  • Improve CSI

This 10-day engagement over 3 visits includes all of the elements of the Service Merchandising Program plus:

  • Design and printing of full color menus for one franchise
  • Review and redesign of pay plans
  • Review of marketing and advertising efforts
  • Design of custom reports and tracking methods
  • Additional Service Advisor sales training
  • Training of Service Manager, who must "carry the torch" after the we leave
  • One month of "Service Advisor Success--One Idea At a Time" video series.
  • Training on how to conduct an effective and powerful sales meeting
  • Follow-on training approximately 90 days after second visit

The Total Service Net Profit Program will make immediate, substantial, and ongoing improvements in the net profit of the service department. All elements of a successful service operation (excepting for advanced production techniques) will be addressed during this 10-day engagement.

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