CD: Why Your Tech Up-Sell Program Does Not Work & How to fix it! (DAI1)
A DealersEdge® Audio Program
Why Your Tech Up-Sell Program Does Not Work & How to fix it! Follow this process and add .2 to .4 hours of labor per average customer paid repair order! Featuring - Ray Branch of the KEEPS Corporation
Order your copy of this audio program for just $298 plus shipping & handling.
About the Audio Program We all know about vehicle inspection sheets and courtesy inspections as a means of growing the service volume, but few actually succeed.
Why do these programs and systems continually fail to produce the desired results?
According to Service Systems Guru Ray Branch - your up-sell systems fail for some combination of the following:
Technician Comfort Level - Comfortable with their pay check that is. Lack of a felt incentive will lead to poor up-sell performance!
Service Advisor Over-Confidence - Like in the showroom, many service advisors think they can tell which customers will or will not buy the up-sell before they even ask. Do I hear self-fulfilling prophesy?
Your Service Advisor has a fear of selling - If they cannot sell, it is time for them to move on and make room for someone who can!
The dealership's pay plans reward the wrong behavior - Too many pay plans are not engineered to bring about the desired behavior.
No accountability - It's not enough to put the system in place, it has to be monitored and managed.
No process for getting the customer to "buy in." - Service advisors and technicians do not know how to get the "NO" out of the way.
Scheduling and Shop Loading is not conducive to the up-sell - There is little incentive to sell more work, when there is already too many cars in the shop.
The good news is that Ray Branch has a proven system for over-coming all these reasons for failure of your up-sell efforts -
Many of you have taken part in previous Ray Branch TeleSeminars and have discovered new, ground-breaking and workable techniques for conquering common service problems - you will be not disappointed this time either.
In this 90-minute discussion you will learn how car dealers and service managers can implement a new approach to service up-selling from inspections that is guarante-ed to help you increase customer paid labor by .2 to .4 hours per customer paid repair order!
You will learn:
How to install and run a successful multipoint up-sell program
How to excite your most skeptical tech about joining your effort
How to get your customers to buy in rather than fear your program
The ins and outs of WHY all vehicles should not be inspected
The art of creating customer expectations then satisfying them
How to get up and running in only a few days
How to motivate service advisors to make your program super successful
Why the inspection form itself only plays a small part in that success
How to structure pay plans that will assure the program's success even when you are not looking!
Ray will give you a detailed instruction set on how to reorganize your technician up-sell systems to reap a .2 to .4 labor increase on your customer paid repair orders.
About Your Speaker Vernon R. Branch ("Ray") has over 30 years of professional automotive industry experience. Ray is President and CEO of KEEPS Corporation located in Raleigh, NC. KEEPS is an acronym for "Key Employee Evaluation and Planning Systems". The KEEPS Corporation is a fixed operations business management and marketing consulting and training company. Ray is the founder of The KEEPS Corporation and also the inventor, designer and builder of the highly acclaimed ROAMS program. This program is the Automotive Industry's new Fixed Operations standard for measuring sales and net profit improvement performance in retail dealership service and parts departments across the country. ROAMS is a copyrighted and trademarked product.
To order: Call 800.321.5312 or order line DealersEdge® Network Members are entitled a discount on this program, if you would like more information on becoming a member call member services at 800-321-5312.
What's a TeleSeminar?: A DealersEdge TeleSeminar is a live, interactive 90-minute seminar presented over the telephone. It's a convenient, affordable and effective way to train dealership management and staff. Dealers from across the country dial in at the designated time, enter a PIN code provided with registration and listen by speakerphone to the presentation. You pay just one registration fee for as many participants as you wish. You also have the opportunity to ask questions during announced Q&A sessions.
A TeleSeminar is a fast, time-saving way to get your entire team up to speed on issues critical to your dealership. You get the ideas, information and training you need without the hassles or prohibitive expense. There's no travel time, no airlines and no time out of the store.
Money-Back guarantee of satisfaction: There's no risk. If you're not satisfied with the program, for any reason, just let us know. We'll refund 100% of your registration fee.
Vernon R. Branch ("Ray") has over 30 years of professional automotive industry experience. Ray is President and CEO of KEEPS Corporation located in Raleigh, NC. KEEPS is an acronym for "Key Employee Evaluation and Planning Systems". The KEEPS Corporation is a fixed operations business management and marketing consulting and training company. Ray is the founder of The KEEPS Corporation and also the inventor, designer and builder of the highly acclaimed ROAMS program. This program is the Automotive Industry's new Fixed Operations standard for measuring sales and net profit improvement performance in retail dealership service and parts departments across the country. ROAMS is a copyrighted and trademarked product. 
