Archive for the ‘Repair Sales’ Category


Sales Related Actions and Reactions in Automotive Repair

Thursday, May 23, 2019 18:49

In sales the effects of actions and reactions are probably more accentuated than in other areas of business. This is where the rubber meets the road and the impact on business success and failure can be dramatic. High pricing, overselling … Continue reading


Making use of Incentives and Consequences in Automotive Repair Sales

Wednesday, April 24, 2019 17:14

People respond to incentives and avoid consequences. Recognizing these two ideas and incorporating them into the sales process will contribute greatly to success in automotive repair sales. A good portion of sales volume in automotive repair is earned through presentation … Continue reading

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Using Sales Key Performance Indicators in Automotive Repair

Tuesday, September 4, 2018 17:41

There are several key performance indicators that can be used to evaluate the effectiveness of the sales process. As with all indicators they should be compared to effective benchmarks such as industry averages or same month previous year. Customer loss, … Continue reading

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6 Ways to Grow the Auto Repair Recommendation Capture Rate

Wednesday, June 29, 2016 21:26

Measuring the percentage of recommendations that become sold services is an important measure of sales success. The sales of recommended services that are generated as a result of inspections or diagnoses can be a significant portion of overall revenue. Thus … Continue reading

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3 Ways to Increase the Repeat Business Quote Capture Rate in Auto Repair

Wednesday, June 29, 2016 21:14

An existing customer may ask for pricing on a service for different reasons. It may be that they want to determine if the service is affordable. Or it may be that they’re comparison shopping. In this scenario the loss of … Continue reading

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5 Ways to Improve the Customer Acquisition Rate in Auto Repair

Wednesday, June 29, 2016 21:08

The customer acquisition rate is a measure of the rate at which new customers are added. The rate is determined by taking the number of customers at a given starting date and taking a count of the new customers added … Continue reading

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6 Ways to Increase the New Business Quote Capture Rate in Auto Repair

Wednesday, June 29, 2016 20:52

  The new business quote capture rate is the measure of the percentage of quotes given to prospective customers that turn into repair orders. Increasing the new business quote capture rate can have a huge impact on growth and profits … Continue reading

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3 Automotive Repair Customer Follow Up Options

Sunday, January 31, 2016 22:36

In the sales process the follow up is always stressed as being extremely important. In this context follow up refers to confirming that the customer is happy with the service they received. When viewed in terms of the purchasing decision … Continue reading

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4 Important Components of Completing an Automotive Repair Sale

Sunday, January 31, 2016 21:40

After presenting recommended automotive repairs and pricing to the customer the completion of the sale can be just as important as earning the sale. Once the repairs to be performed are agreed upon – the steps involving confirmation and authorization … Continue reading

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4 Keys to Automotive Repair Sales Presentation

Sunday, January 31, 2016 19:22

  In the context of the Sales Process presentation is focused on prospective new customers. However auto repair requirements presentation can be very similar for both new and existing customers. Service advisors are very skilled at this part of the … Continue reading

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