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Some Simple Truths
Welcome to Fireman of Fixed Ops
This industry is plagued with some really weird ideas.
For example, we have daily or weekly training meetings for Salespeople, but we never do the same for our Advisors, Estimators, or Counter Salespeople.
Advisors and Estimators write as much gross as a Desk manager does (not including F&I), but we don't train them. The reason for this is that the managers of Fixed have never been trained in how to train on Sales. We don't track lost sales or have save-a-deal meetings with them. The reason? Because so much money is flowing through the departments, we focus only on what we have, not on what we are losing. We need to treat Fixed just like we do Sales when it comes to accountability for lost sales.
- Do your Fixed managers train on actual selling, or do they just suggest?
- Do your Fixed managers know how to save a deal?
- Do your advisors know when to ask for help?
- Do your advisors know discounting isn't selling?
- Do your Parts and Service know how to recommend Good, Better, Best?
The simple truth is, we aren't training nearly enough, and that's ok. They aren't trainers, and turning them into one would be a low return on investment.
What happens to your profit line if the Parts and Service managers work to save every deal from walking out the door? What if it only took a manager going to the customer to ask one more time? This is one of today's "new" ways, and we will show your managers how to do it. Never losing a customer or a single dime will become the mantra of your departments once we show them the many ways to capture both.
Want 125% or more proficiency? Want stall use to go through the roof? Want never to have to guarantee another tech hour? Would you like Fixed to have 100% or more absorption of the total expenses?
None of this is asking too much; it is just teaching and training on asking the right questions.
