Fixed Ops Magazine - 2020 Vol17 02 - 33

ment get pushed to the side. Advisors
can easily put off the vehicle inspection
process when customers are stacked
up, time is flying by, and their attention
is lasered on making R.O. quota.

"Now technicians are identifying more
legitimate service needs on vehicles
they inspect," said Rob MacLachlan, VP
finance for Finch Auto Group of London, Ontario.

What if in the advisor's write-up process the screen they're working on automatically offered an incentive and
spiff reminder tied to meeting inspection quotas? Would your advisors be
more likely to hit their 60% inspection
goal if timely prompts were to appear
on their desktop or tablet, reminding
them that additional compensation can
be claimed for those who hit the target?

"Based on our financials, this has meant
across the three stores using a built-in
Vehicle Inspection Process (VIP), we are
averaging $93,000 per month in sold
quotes to our customers," MacLachlan
said.

Service departments using advanced
service tools found in Document Management Systems, or DMS, build quotes
automatically, deliver a more thorough
and insightful vehicle walkaround and
mechanical inspections, and capture
customer signatures digitally.

With such a tool tracking performance,
advisors know their effort will be rewarded. Also, advisors that know their
performance is being tracked generally
attain higher levels of job performance;
it's fundamental human nature.
Not selling their available hours and
not holding the effective labor rate on
those hours that are sold is a problem
for too many service departments.

WITH SUCH A
TOOL TRACKING
PERFORMANCE,
ADVISORS KNOW THEIR
EFFORT WILL BE
REWARDED. ALSO,
ADVISORS THAT KNOW
THEIR PERFORMANCE IS
BEING TRACKED
GENERALLY ATTAIN
HIGHER LEVELS OF JOB
PERFORMANCE; IT'S
FUNDAMENTAL HUMAN
NATURE.
33



Fixed Ops Magazine - 2020 Vol17 02

Table of Contents for the Digital Edition of Fixed Ops Magazine - 2020 Vol17 02

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