Selling Service

Why is the service department becoming more and more important to dealerships? Is it because it is the area that should produce the highest level of gross margin in the dealership or because it is the major connection a dealership has between the manufacturers represented and the end-user? Who should be selling service: technicians, the dealer principal, aftermarket salespeople, or equipment salespeople?

The service department has become a major profit center for dealerships. Improving service department revenue and profitability is critical to driving the overall value of the dealership. This seminar will cover the productivity requirements for whomever is selling service and discuss account management strategies.

Topics to be covered include:

• The Financial Benchmarks for the Service Department and How to Meet These Targets
• Selling Within the Service Life Cycle
• Customer Share or Market share
• Characteristics of a Successful Salesperson
• Determining Labor Consumption Factors of Units
• Expectations and Implications of Selling Service
• Increasing Service Sales to Existing Customers Through Guaranteed Maintenance Contracts
• Identifying and Selling Service to New Customers

Who should attend: This course is recommended for service managers, aftermarket sales mangers and operations managers in the dealership.

Course Level: Skill Building
Length: 1 day
Class Size: Maximum of 25