Here is a riddle I would like for you to solve. What is the one thing you always think you don't have enough of, but always end up having too many? The answer? Employees at the Parts Counter! You know the drill during season. You are at the parts counter, all the phones are ringing, a service tech is burning valuable time, and you have ten people standing in line each waiting to get help [...]
Today, it makes no sense for a dealership to maintain a large parts inventory, or stock ten of the same item, because manufacturers have greatly improved their ability to get you the parts you need when you need them. Twenty years ago, it took almost 30 days to get a part, and now you can get a part delivered to you in one to four days. Think how that changes your approach to deciding on [...]
When I hear people talk about the parts department in dealerships, I am always amazed at how simple they believe it would be to work behind the counter. Most people think that parts people just hang out, look things up, and hand parts to customers. Nice, simple, and easy. If you are in the parts department, you know that is not what happens. During season, there may be eight people waiting by the locked [...]
Every day, we visit with dealers who have questions about our Ribbon Process. How does it work? What do the colors mean? Our process is simple. Place the correct ribbon color on the machine you are working on to signify to yourself and others in the dealership, what stage the machine is in for its repair or service. So what do these colors mean? Red- The tech has not yet looked at the piece of [...]
Unfortunately, there is no magic formula to attract new service customers. With the possible exception of first-time buyers, owners of equipment who are not your customers are either using another servicing dealer to take care of their equipment, or in many cases, handling the basic services themselves. In today’s world, with margins consistently dropping on whole goods, and the internet pulling parts sales out of many stores, it’s more important than ever to make your [...]
Your price is too high!” “It costs too much!” “I can get a better price from a dealership down the road.” “You’re going to have to do better than that.” Objections are a natural part of the selling process. Do not be terrified of objections; embrace them. As you work with a prospect, understand that as he begins to move from thinking about a purchase to having a genuine interest in buying, it is only [...]
Parts inventory should be one of the simplest areas to manage, but, like golf, simple doesn’t always mean easy. For starters, most dealers have way too many parts on hand. Years ago, when transportation wasn’t what it is today and manufacturers were not as efficient, it might have taken 30 days to get the parts needed to do repairs. As a result, dealers had to carry a high inventory level to ensure they had what [...]
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