Prioritize Your Service Recommendations

Prioritize Your Service Recommendations

Most service advisors go over their technicians' recommendations and categorize the repairs. They'll put all the brake-related recommendations into one group, all the drivetrain recommendations into another group, etc. Sound familiar? There's nothing wrong with this approach, but where they're missing the mark, especially during these tough economic times, is by not understanding how to properly prioritize their service recommendations.

By Bob Cooper of Elite Worldwide

Most service advisors go over their technicians’ recommendations and categorize the repairs. They’ll put all the brake-related recommendations into one group, all the drivetrain recommendations into another group, etc. Sound familiar? There’s nothing wrong with this approach, but where they’re missing the mark, especially during these tough economic times, is by not understanding how to properly prioritize their service recommendations. When it comes to prioritizing recommendations, you need to make sure your customers know that you understand their concerns, and that you have their best interest in mind.  Obviously when you have a long list of repairs and services that need to be done, you’ll always need to start with what the customer brought their vehicle in for. But where do you go from there? There are three categories you need to consider …

The first and most important category is the safety of the customer. This includes items such as brakes, tires, suspension, etc. The second category is the safety of others. Items such as exhaust pipes that may fall off on a busy road, broken rearview mirrors, and defective brake lights would all fall into this category. And lastly, we have the safety of their vehicle.  This category includes cooling systems, air conditioning, maintenance, etc. The beauty of this three-category approach is that it puts the customer’s safety first, and focuses on the safety of others as well. If you do as I recommend, your customers will begin to associate maintenance with their personal safety, the safety of others, and the safety of their vehicles. No matter how much money their car is worth, one thing is for certain: they’ll want themselves, other drivers, and their investment in their vehicle … to be safe.

The proper way of prioritizing service recommendations is one of the many sales strategies taught in the Elite Masters Program – A sales course for the industry’s top service advisors.  To learn more about the upcoming Masters Course, or to find out if your service advisor qualifies, visit the Elite Masters Program Web Page.

You May Also Like

FCS Introduces 42 New Numbers in May

Complete strut assemblies, shock absorbers, shock absorber assembly kits and suspension struts for popular VIO applications are included.

FCS Automotive announced the release of 42 new numbers in May, including:

8 Complete Strut Assemblies (936,389 vehicles in operation)

6 Shock Absorber Assembly Kits (2,696,801vehicles in operation)

16 Shock Absorbers (6,245,071 vehicles in operation)

12 Suspension Struts (2,135,974 vehicles in operation)

Philips Ultinon Drive 5000 LED Lightbar Line Expands

Lumileds has expanded the Philips Ultinon Drive 5000 series to include eight models.

DMA Adds New BrakeMaster Coverage

New coverage for Ford and Chevy includes popular pickup trucks and SUVs.

Akebono Expands Severe Duty Disc Brake Pad Kits

Akebono said it expanded its severe-duty ultra-premium disc brake pad line by 14 new part numbers.

GSP Releases New CV Axle Part Numbers

GSP said 14 new CV axle part numbers are in stock and ready to ship.

Other Posts

BCA Bearings Unveils 2024 Endless Summer Promotion

The Endless Summer promotion runs from May 1 through June 30, 2024.

PRT Launches 30 New Complete Strut Assemblies

The new items represent more than 10 million vehicles in new coverage, PRT said.

RNR Tire Express Hosts Mother’s Day Giveaway

The eighth-annual event promises $100,000 in prizes, as well as a brand new 2024 Buick Encore for one select nominee.

Brand Refresh for Tires Plus, Hibdon Tires Plus Begins

Logo updates include a single-color tire mark; a logo palette comprised of Tires Plus yellow, black and red; and refined typefaces.