I always feel very fortunate to participate in the Digital Dealer Conferences. Helping dealers and their management staff gain new insights and techniques to increase revenue is something that’s very rewarding.
On Tuesday, I was happy to be one of the first speakers at the three day conference. I presented to a full room on the strategies service management can use to transform their service drive into a sales drive. I spoke about using mobile technology and taking a new approach to customer retention with new vehicle acquisitions in the service drive — We’re leaving money on the table, folks!
In today’s automotive world, no dealer wants to lose business and the service drive is filled with potential sales opportunity. And I’m not just talking about up-sells on ROs. The audience was very receptive and inquisitive to the ideas I shared concerning increasing revenue and analyzing fixed operations to identify areas which can be improved. With so many quality speakers and sessions to choose from, I am grateful so many dealers chose to hear what I had to say. It’s always rewarding to have an intimate discussion with dozens of individuals at one time about how we can move our industry forward and think outside-the-box.
On the exhibit hall floor, our staff showcased MPi’s newest accelerator, EDGE SmartTech. Our team was inundated with dealerships interested in learning how our unique data can help technicians perform vehicle inspections at a higher caliber and present legitimate vehicle recommendations. It certainly proves that dealers are starting to recognize the revenue they are failing to take advantage of that’s presenting itself to them daily.
To the conference staff and all of the attendees of the 14th Digital Dealer Conference & Exposition, thank you for another great conference and for the privilege of assisting dealers.
Transforming your Service Drive into a Sales Drive
In this presentation Holland will address how to empower the service department with tools that build connections with customers and drive owner retention. Although the obstacles can appear formidable, your service department can flourish in today’s rapidly changing automotive landscape. How auto dealer service departments will remain profitable and viable contributors to the business with fewer units in operation, longer maintenance intervals, and higher vehicle quality is a challenge. The subsequent reduction in vehicle volumes means that every visit, no matter how small, needs to be viewed as a vital opportunity. Many service directors are leveraging technology to be more efficient and profitable.
Technology in the service lane helps dealerships:
- Turn service customers into new vehicle sales customers
- Inspect every vehicle thoroughly to boost per-repair-order parts and labor profitability
- Hone customer-engagement processes to improve customer retention
- Conquest the service business from customers’ families and friends
New technologies in the service department have helped dealerships:
- Increase annual service revenues 21% and more
- Boost revenue per repair order $55 and higher
- Double the volume of vehicles inspected
- Increase fixed absorption rates 20%and more
- Sell up to 6 times as many vehicles out of their service drive
The ideas Holland will share are to help your service department create a plan for profitability despite today’s challenges in automotive services and repairs.
Attendees will learn five key actionable points:
1) How to develop a client retention strategy that builds trust between the dealership and the customer
2) How to develop processes that turn service customers into new vehicle sales customers
3) How to create follow up marketing strategies that engage customers who’ve declined recommendations
4) How to create a personalized service experience utilizing mobile technology
5) How to identify new opportunities and metrics to use to identify and remedy inefficiencies in service work flow.