Fixed Ops Magazine 2022 Vol 19-6 - 50

As far as motivation or buy-in to your business plan,
remember that you must sell your ideas! How, you ask?
When I sat in your chair wanting to implement a new
process, the idea had to meet four criteria.
4.1 Benefits to the customer
4.2 Profitable for the store
4.3 Productivity for the technician-flag time vs.
hands on time (this gets them every time)
4.4 Advisor buy-in
Consider all stakeholders and answer, " What will this
do for me? " Be sure to get their concerns too. What
objections do they have? What insecurities do they
have? Make sure everyone knows what you expect
from them. Make sure everyone knows their role and
value. Take all of this into account when you're looking
at implementing any type of organizational change.
comprehensive training through multiple methods including
hands-on, in-store, and digital training.
Consistent, on-the-drive training is crucial role-play
style training that your employees-advisors and techs
alike-will benefit from. Time your faux interactions
with customers. How long does it take? Give your advisors
and techs a real assessment of how long these
actions are taking. This will really drive home the point
that a few minutes around the car isn't really the timehog
they think it is.
Be consistent, but be ready to adapt. Not every situation
nor every customer is the same. We need to make
sure that all advisors and techs have the autonomy
and the know-how to be able to adapt their recommendations
based on the customer, the vehicle, and
the state of the service department at that particular
time. It's very important that advisors are not overselling,
because that is a guaranteed reputation killer.
4. ACCOUNTABILITY AND MEASUREMENT
When you add actions to your business plan, you must
also add measures of accountability. How will you
measure your success? How will you measure the success
of each role within your dealership? Further, how
will you motivate employees to embrace the ideas in
your business plan?
50
CONCLUSION
With a new year quickly approaching, now is the time
to make a new business plan or update your existing
plan. A successful business plan doesn't have to be
complicated. Keep it simple and remember the four key
strategies: improve or implement walkaround process,
involve customers in a thorough walkaround, provide
ongoing training for staff, and hold team members accountable
and measure success.
Focus on these four things and make 2023 your best
year yet!
Mike Bauer has trained
thousands of BG Reps
and service advisors
around the world. His
training had been a
major factor in service
sales for dealerships,
independent shops,
and franchises
https://www.linkedin.com/in/mike-bauer-66530639
https://www.linkedin.com/in/mike-bauer-66530639
Fixed Ops Magazine 2022 Vol 19-6

Table of Contents for the Digital Edition of Fixed Ops Magazine 2022 Vol 19-6
