FEATURE INCREASE SERVICE DRIVE SALES 5 Easy Steps I t is no secret that a service advisor's ability to sell products and services can affect all of us in the automotive service industry. Everyone - from dealers to shop owners and parts to service managers - should be invested in the performance of service advisors. Two key factors set advisors up for success in the service drive: proper training and a little extra time with each customer. One of the largest dealership groups in the nation told me that, during the pandemic last year when car count was low, they actually made more money because the advisors had MORE time with their customers. I have observed similar results in other shops. Just two extra minutes spent with a customer can equate to $100 or more on the service ticket. What should your advisors be doing in those two minutes? HERE ARE FIVE EASY STEPS TO INCREASE SALES: 1. Pop the hood If you want service sales to take off, encourage advisors to get back to the basics. Work the service drive and lube racks! Have them pop the hood and spend a little extra time with a customer at the vehicle. Selling the appropriate service is much easier when they see a dry dipstick, oil, coolant, or other fluid leaks 28