First Time Fill Rate

Pain Point: What’s Your Parts Department Batting Average?

Resolution: First Time Fill Rate

In baseball, a player’s batting average is a key measure of success. Anyone hitting .300 is performing way above average. Only 23 players batted .300 or better in 2010.

But while a .300 batting average is terrific in baseball, that would be an awful performance for your parts department, one that would not only be a profit drain but make for a lot of unhappy customers.

In the video, you’ll learn how to measure your parts department batting average and how to spot clues that it could be doing a lot better.

For more information, download our First Time Fill Rate PDF.

Brand Management

Pain Point: Is Your Reputation Getting Hammered Online?

Resolution: Page One Management

Reputation. It takes years and untold amounts of money to build a solid reputation. But only seconds to lose it on the Internet.

Brand damage usually refers to a product in crisis. But in the case of dealerships, the brand is the dealer’s name. It’s easy for dissatisfied and disgruntled consumers to go online and attack dealers. Nobody’s perfect and everyone makes mistakes but dealers put their dealerships in peril if they don’t defend their reputations online.

The video describes some of the challenges and solutions.

For more information, download our Brand Management PDF.

Shop Proficiency

Pain Point: Why You Should Close Your Back Parts Counter

Resolution: Shop Proficiency

Shutting down your back parts counter may sound drastic but some dealers have done it with good results. They include more efficient — and profitable — parts and service departments.

The origin of the adage, “Time is Money” can be traced to the ancient Greeks. The modern variation of that phrase for dealerships would be “turning clock hours,” which is the key to profitability.

The video shows how to spin the clock a little faster.

For more information, download our Shop Proficiency PDF.

Selling Tires

Pain Point: Pumping Up Service Profitability

Resolution: Selling Tires

Are your service advisors on the lookout for wear and tear on the vehicles pulling into the service drive? All it takes is a few seconds to check the tread and add a line to the repair order.

In fact, you’ll be surprised how many people need new tires. Improving the customer’s grip on the road also propels profitability into the fast lane for both your service and parts departments.

As the video explains, every new set of tires you inflate triggers several benefits for the store, and customers will appreciate being alerted to potential safety issues.

For more information, download our Increasing Service Profitability PDF.


Pain Point: Boosting Be-Backs and Closing Ratios

Resolution: Good CRM

Dealers have lived the adage, “If at first you don’t succeed, try, try again.” But is your sales department giving up after the first try? Of course, it’s not your policy to give up. But sometimes practices and procedures, or the lack of them, produce the same result. Managers and employees need to know that the store’s success—and their jobs—depend on getting a second chance with people who didn’t buy on their first visit.

Watch the video for an explanation of why Customer Relationship Management is the way you “try, try again.”

For more information, download our CRM PDF.

Special Order Parts

Pain Point: The Survivalist Parts Manager

Resolution: Special Order Parts

Unless you’re a survivalist, you don’t have a year’s supply of food in your house. Why tie up the money? Besides, some of the food inventory could spoil.

But does your parts manager have survivalist tendencies? Is your parts department overstocked with parts that are on the costly road to obsolescence? Poor parts management costs you money in two ways. First, it ties up cash today. And there’s a carrying cost to that. Second, parts with no demand history lose value that can’t be recouped.

Watch the video — it points the finger at the #1 cause of obsolete parts.

For more information, download our Parts Management PDF.


Pain Point: Cash Flow Killers

Resolution: Getting rid of Obsolete Parts

While it’s true that Cash is King, the King’s life is always in mortal danger at auto dealerships. Every department has assassins in the form of practices, processes and procedures — or sometimes sheer poor employee performance — that are cash flow killers.

As every dealer knows, a balance sheet showing a profit doesn’t mean you have cash in the bank. That balance sheet contains eight critical concerns — every one of them as dangerous as a sniper at point-blank range.

Watch the “Cash Flow Killers” video to learn about one place where dealers are vulnerable.

For more information, download our Parts Management PDF.