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TBC Retail 2009 Business Conference

TBC Retail 2009 Business Conference. Welcome to “Fluids Breakout” Bill Brewer. DNA Diagnostic Needs Analysis *The Selling Edge*. *Unrivaled *Unprecedented *Newfound Uniformed Approach to Preventative Maintenance Sales Visual Enhancement to the Sale Increased Inspection and Communication

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TBC Retail 2009 Business Conference

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  1. TBC Retail 2009 Business Conference Welcome to “Fluids Breakout” Bill Brewer

  2. DNADiagnostic Needs Analysis *The Selling Edge* • *Unrivaled *Unprecedented *Newfound • Uniformed Approach to Preventative Maintenance Sales • Visual Enhancement to the Sale • Increased Inspection and Communication • Unique and Proprietary

  3. The Fast Track to Fluid Sales!!

  4. D-iagnostic N-eeds A-nalysis

  5. Your Vehicle’s Specific DNA

  6. Don’t ask…Don’t get!!

  7. Best, Better, GoodWhen Selling Oil Changes, Options are Good!” • All customers should be offered the same services • Best (Prolong the Life of the Engine) • Better (Plus Fuel Economy) • Good (Clean Oil, Clean Engine) • Top down selling. • Coupon Customers too? Let’s do the math…… Goal: 50% MIX

  8. Determine the coupon “value” Simple math here: “Your Coupon Applies to our Three Oil Change Offerings!!! Which One Would You Like?”

  9. The “BEST” • Advanced Technology Protecting Against Heat, Friction and Wear. • Reduces Metal to Metal Friction. • Longevity, Cranking Amps, • Fuel Economy

  10. Better • Remove water? Not really…. • Clean injectors… Not really….. • Where is gasoline stored? • Who buys premium? • Wakeup in the morning with condensation on your windshield?

  11. Good • What Happens When the Customer Leaves After their Basic Oil Change (OCB)?? • How Many of your Customers Check the Dipstick after they Leave Your Store?

  12. Fuel System Cleaning

  13. Hello Opportunity!!

  14. *Restore power and efficiency* Close the Sale: • “Are You Happy with your Fuel Economy?” • 15,000 Mile Service Interval (AMRA/ MAP endorsed) • Swab the throttle body (enclosed swab) • Show and Tell Service Code: FSTU

  15. *Restore power and efficiency* • Restrictor Plate (boogers) • Scavenges Water • Prevents injector clogging • All associates can perform this service with confidence • Do the service outside • Maximize bay occupancy Service Code: FSTU

  16. Coolant System Flush

  17. **Serves a valuable purpose** Education: • Boil point, Freeze point, • Acidity- causes corrosion • Seasonal service • “Death by association” • The radiator cap tells a story • Dexcool~ 150,000 miles…really? • More thorough + heater core • Mix 50/50 Service Code: CSFN

  18. “Transform the Trans” Good, Better, Best

  19. TRANSMISSION FLUSH**Smooth Shifting** Prevent Premature Failure: • Best if Performed on Regular Basis BEFORE 100K (Mathematical Formula) • Some Manufacturers Recommend Service as Low as 15,000 miles • “Engine Oil or Transmission Change Today?” Service Code: ATFC

  20. TRANSMISSION FLUSH**Smooth Shifting** According to the Automatic Transmission Rebuilders Association, 90% of ALL transmission failures are caused by overheating. Price vs. Cost Analysis • Do You have a Transmission Repair Shop Near your Store? Why are they in Business? • Pennzoil Multi- Purpose ATF Service Code: ATFC

  21. POWER STEERING FLUSH • Less Noise and Decreased Steering effort • Increased steering effectiveness • Keep seals soft and help prevent leakage and wear • Prevent expensive repairs of power steering components

  22. POWER STEERING FLUSH **SERVES A VALUABLE PURPOSE** • Map recommends a power steering flush at 50,000 miles • Do you own a Whine-star? • High pressure between 800–2000 pounds • Fluid contamination • Guinness vs. Miller Lite

  23. Money Makers Drives service margins!

  24. CURRENT PM INSPECTION RESULTS Monthly Average Purchases % of Vehicles Sold Service Data depicts fiscal year 2008

  25. The person who knows “how” will always have a job.  The person who knows “why”will always be their boss.

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