Salespeople are from Venus: Installers are from Mars
(Room 200)
05 Dec 20
3:00 PM
-
4:00 PM
Tracks:
Consumer Goods and Retail Trade
Automotive technology improvements have reduced “repair” opportunities. Simply put; vehicles don’t fail as much so the service provider has less to “fix”. Capturing additional service opportunities (maintenance) opposed to repairs is unfortunately much more challenging for the service provider and requires additional skill sets. Maintenance is essentially selling the motorist parts, but before the part itself fails. Since the need, purpose and value of replacing these parts is usually invisible to the motorist, selling them becomes nearly impossible. Among the top reasons that independent service providers under-sell or are afraid to sell, is their inability to establish service goals and then communicate or illustrate the need, purpose and value of replacement parts to reach those goals. This session explores the growing need to address these problems and what aftermarket manufacturers, distributors and the service provider can do to solve them.