Are your Service Consultants service sales people, or are they merely order takers? When your customers come into the dealership for service, are they made aware of all recommended services for their vehicle?
Too many times profits are left on the table when customers are not informed about recommended services that will ensure maximum reliability and maintain warranty coverage's. In most cases the customer requests an oil change and that is all they receive. Are we really helping the customer by not maintaining their vehicle properly?
Our studies show that domestic owners are not as maintenance-minded as foreign owners. Therefore, dealership personnel must take the initiative to get people to purchase much needed maintenance services. The idea is not to sell people unneeded service, but simply to get the business they often take to an after marketer.
Where is your customer base in service?Many dealerships have problems retaining the customer base of all the cars they sold because they never tried to retain them. The fact is if you don’t pursue this business, then someone else will, like the service station down the street. The customer could lose all faith in the dealership if they realize the service department did not offer maintenance services. In the meantime, the independents are performing the gravy repairs, and you’re doing the warranty work. It may also stop the customer from coming to you for their next new car purchase.
It all comes down to educating the customer on the maintenance of their vehicle. They should be introduced to a service menu at delivery and brought out to the service department on a shop walk. You may also consider offering the first scheduled maintenance for free.
We have been assisting New Car Dealer's since 1980. Our success has been their success.We have qualified personnel that will train or assist your service department in all facets of the business. Once a week or once a month, we will work with your personnel to enhance productivity and profitability. Best of all, we are affordable. Since 1980, many Dealer's have used our services. We’re the best kept secret in New England. Call us for a quote.
Horseless Carriage Dealer Service can assist your personnel with Service Sales Training and Service Menu Systems.Most people are confused as to what services they need and when they need them. Our job is to educate customers on vehicle maintenance while enhancing department profits. Inform your customer about recommended services that ensure maximum reliability and maintain warranty coverage's.