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Fixed Op's Consulting is a Great Way to Boost Profits
| In the recent past, most dealerships functioned as not one, but two individual organizations. There was a sales department, and then there were all the other departments placed under the umbrella" term "fixed op's". Members of both of these two segments of a dealership received entirely different sorts of training. Sales staff members received training in sales and customer service. Fixed ops staff members were trained primarily on mechanical and technological know-how. nnDealerships no longer stick to this "divided" approach to training team members in different departments. For one thing, service advisors that are trained to effectively sell services instead of just taking orders can generate substantial profits. When sales staff members are able to suggest services to customers who aren't prepared to buy a new car, they can generate a maintenance sale. A maintenance sale is obviously better than no sale at all!nnToday, service manager jobs almost always entail training on selling services. Gone are the days of relying on service advisors to just "take orders." Service director job training involves not only training but motivating service advisors to go beyond what the customer asks for or needs at a bare minimum.nnConsumers aren't satisfied with the status quo when it comes to automobile service or practically anything else. They expect and demand exceptional service from everyone, including their automobile service advisor and service technician. nnWhat are customers' looking for when the enter a dealership's service department today? A prompt greeting and warm welcome upon arrival from a familiar face. They expect a very thorough overview of the services they need, including explanations about why various repairs or services are necessary. They also expect options about when they can have non-essential maintenance completed so they're affordable. Above all, customers expect nothing but crystal clear communication so they feel confident about their service consultant. nnThere's a genuine upside to the ever-increasing number of customer demands on dealership service departments. Yes, it takes more work to train an automotive service manager or service advisor to be friendly, knowledgeable and an expert at suggesting services. Yet ultimately, such training will generate in more service sales. Highly trained service personnel also generate a much higher CSI, and happy customers equate to repeat sales. Repeat sales will extend beyond the service department, too, to the purchase of second or even third car to the same satisfied customer. nnInvesting in a service consultant is the simplest, most effective way to increase fixed op's profits in a dealership today. Professional service department training will have a huge effect on the bottom line in fixed op's and the entire organization. |
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Choose to invest in service consulting to realize the remarkable impact the right training can make on your bottom line. To know more about Service Consultant, visit http://www.diggingforprofits.com.
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