Repair Sales

Automotive Repair Shop Sales

From the point of initial contact through the repair cycle communication is the most important factor in successful automotive repair sales. Making sure that a complete understanding of the customer needs and offering any additional identified repairs is critical to success but even more so the relationship with the customer determines success of failure. Following …

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Sales Support in Auto Repair Shop Software

Auto repair shop software should include features that facilitate the sales process. Performing pricing calculations are the foundation of system sales support. Flexibility in pricing can allow for targeted sales while ensuring that desired profit margins are realized. Presenting the customer with alternatives and assisting them with the decision process is an effective sales technique. …

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Sales Related Actions and Reactions in Automotive Repair

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 and favoring sales over relationships can negatively impact business success. Conversely containing costs and selling …

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Making use of Incentives and Consequences in Automotive Repair Sales

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 of recommended services. Incorporating the communication of incentives and consequences realized as a result of …

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Using Sales Key Performance Indicators in Automotive Repair

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, profit margins, quote capture, recommendation capture and hours per repair order are all areas that …

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6 Ways to Grow the Auto Repair Recommendation Capture Rate

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 a small increase in the recommendation capture rate can equate to an impactful sales increase.  …

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