Digital Dealer - December 2019 - 47

S A LE S & VA R IAB LE OP S : Fixed Op e r a t i o n s

By Charlie Polston
Automotive Customer Retention
& Profitability Consultant,
BG Products, Inc.

Seasons of
Opportunities
The holiday season is
a wonderful time to
reflect on the past year
and count your blessings.
Let me start by saying, I'm
not naive or unaware of
the political, religious, or
ideological issues that
divide us. Ours is not a
perfect country, nor are
any of us perfect - but
there's nowhere else on
the planet that I'd rather
live. And, there is no other
career path that affords
the excitement, variety,
satisfaction, and unlimited
financial opportunity like
the automotive industry -
and the best is yet to
come!
Let's review the opportunity that lies ahead of us
as we count our blessings:

Over 50,000 service bays
have gone away, due to
dealerships and garages

going out of business, in the
last 15 years. Service bay
count went from 1,217,000

...$69 BILLION
OF PREVENTATIVE
MAINTENANCE WENT
UNPERFORMED. THAT'S
MONEY LEFT ON THE
TABLE."

in 2004 to 1,167,000
today.
It is simple supply and
demand economics. The
supply (of service bays)
is down and the demand
(of cars on the road) is up.
What an opportunity to increase your shop efficiency and facility utilization.
You have less competition
and more cars needing
service. The automotive
service business is a
robust growth industry.
UNPERFORMED
MAINTENANCE

Last year, $69 billion of
preventative maintenance
went unperformed. That's
money left on the table.
Continued on pg. 48

VEHICLES IN
OPERATION

There are currently
273.7 million cars on the
road in the U.S. That's
the highest car count in
history - up over 70 million
since 2002. When you
consider the average car
gets serviced two times
a year, that's over 500
million service visits. What
an opportunity to increase
your customer base as the
VIO grows.
SERVICE BAYS

The number of service
bays continues to decline.

D I G I TA L D E A L E R . C O M

DECEMEBER 2019

47


http://www.DIGITALDEALER.COM

Digital Dealer - December 2019

Table of Contents for the Digital Edition of Digital Dealer - December 2019

Digital Dealer - December 2019
Online Extras
Four Keys to Build a Better YOU
9 Areas That Build Value in Your Dealership
From Speculating to Selling: Overcoming Sales Challenges with Technology
For Sustainable Profit – Build a Purchasing Department
Meet the Marketing Mastermind Speaking at Digital Dealer Orlando
Get a Jump on Making It a Great New Year
Job Management Makes or Breaks Your Bank
Interview with Derek DeBoer of TC Chevy
Elevate Your Year-End Sales Event with Immersive Instagram & Facebook Stories
It’s Time to Move Beyond the Chaotic Dealer Website Experience
The Power of Used Car Marketing
9 Benefits of Doing a Year-End Social Media Audit
Auto Brands and Dealers Need to Move Toward a ‘Tierless’ Marketing
A Case for an Efficient 2020 Dealership Advertising Budget
4 Critical Components of Effective Sales Training
Five Tips to Improve the Sales to Service Handoff
Seasons of Opportunities
Digital Dealer - December 2019 - Digital Dealer - December 2019
Digital Dealer - December 2019 - Cover2
Digital Dealer - December 2019 - 1
Digital Dealer - December 2019 - Online Extras
Digital Dealer - December 2019 - 3
Digital Dealer - December 2019 - Four Keys to Build a Better YOU
Digital Dealer - December 2019 - 5
Digital Dealer - December 2019 - 9 Areas That Build Value in Your Dealership
Digital Dealer - December 2019 - 7
Digital Dealer - December 2019 - 8
Digital Dealer - December 2019 - 9
Digital Dealer - December 2019 - From Speculating to Selling: Overcoming Sales Challenges with Technology
Digital Dealer - December 2019 - 11
Digital Dealer - December 2019 - For Sustainable Profit – Build a Purchasing Department
Digital Dealer - December 2019 - 13
Digital Dealer - December 2019 - Meet the Marketing Mastermind Speaking at Digital Dealer Orlando
Digital Dealer - December 2019 - 15
Digital Dealer - December 2019 - Get a Jump on Making It a Great New Year
Digital Dealer - December 2019 - 17
Digital Dealer - December 2019 - Job Management Makes or Breaks Your Bank
Digital Dealer - December 2019 - 19
Digital Dealer - December 2019 - Interview with Derek DeBoer of TC Chevy
Digital Dealer - December 2019 - 21
Digital Dealer - December 2019 - 22
Digital Dealer - December 2019 - 23
Digital Dealer - December 2019 - 24
Digital Dealer - December 2019 - 25
Digital Dealer - December 2019 - 26
Digital Dealer - December 2019 - 27
Digital Dealer - December 2019 - Elevate Your Year-End Sales Event with Immersive Instagram & Facebook Stories
Digital Dealer - December 2019 - 29
Digital Dealer - December 2019 - It’s Time to Move Beyond the Chaotic Dealer Website Experience
Digital Dealer - December 2019 - 31
Digital Dealer - December 2019 - 32
Digital Dealer - December 2019 - 33
Digital Dealer - December 2019 - The Power of Used Car Marketing
Digital Dealer - December 2019 - 35
Digital Dealer - December 2019 - 9 Benefits of Doing a Year-End Social Media Audit
Digital Dealer - December 2019 - 37
Digital Dealer - December 2019 - Auto Brands and Dealers Need to Move Toward a ‘Tierless’ Marketing
Digital Dealer - December 2019 - 39
Digital Dealer - December 2019 - 40
Digital Dealer - December 2019 - 41
Digital Dealer - December 2019 - A Case for an Efficient 2020 Dealership Advertising Budget
Digital Dealer - December 2019 - 4 Critical Components of Effective Sales Training
Digital Dealer - December 2019 - 44
Digital Dealer - December 2019 - Five Tips to Improve the Sales to Service Handoff
Digital Dealer - December 2019 - 46
Digital Dealer - December 2019 - Seasons of Opportunities
Digital Dealer - December 2019 - 48
Digital Dealer - December 2019 - Cover3
Digital Dealer - December 2019 - Cover4
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