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Six Steps To Develop A True Sales Mentality

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Service managers often have the weakest sales instincts; here is a road map to improvement. BY JEFF COWAN There was a time when we at PRO TALK would visit a dealership, train the service advisors and expect to achieve desired results. That has changed given a significant shift in the needs …

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New Emphasis On Training In Service Drives Pays Dividends

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Colo. dealerships see improvement in key CPIs with customer service- and sales-oriented instruction. BY JON MCKENNA When Lisa Spinder was hired in December 2012 as training and development manager of the adjoining Planet Honda and Planet Hyundai dealerships in Golden, Colo., a Denver suburb, Job One was training the sales …

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Managing To Improve Your Fixed Absorption Rate

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Above 100% rate is not only achievable but an advisable goal for service departments. BY MICHAEL ROPPO Fixed absorption is one of the most important measurements that dealers must gather and react to on a consistent basis, but that most manage poorly. It is an indicator (and not one that …

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What The Indy 500 Can Teach Dealers

Indy 500 Service Crew

Watch how race teams pursue vision, define own career paths and dress the part. BY JEFF COWAN My first love, outside of my family, is the Indianapolis 500, “The Greatest Spectacle in Racing.” While the race (to be run again on May 24) is massive entertainment, you can learn some …

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