Fixed Ops Magazine - 2021 Vol18 02 - 60

A D MINISTR ATI O N

SUPERSIZE
SERVICE
BUSINESS
DEVELOPMENT
A 3-Step Strategy

D

rivers are holding onto older cars. According

blocks do you need to eliminate? What are the oppor-

to Car and Driver Magazine, the average age

tunities you can create or capture over the next year? 

of vehicles on the road today is a geriatric 12

years. The pandemic, the resulting economic uncertain-

The business is there for the taking. There has never

ty, and manufacturer shutdowns that made new vehi-

been a better time to disrupt standard practices as we

cles scarce over the last year are all factors in this trend. 

all grapple with a new normal. Here is how to set your
growth plans into motion.

Although most OEMs have ramped up production and
new vehicle sales started strong in 2021, there are still

1.	Calculate Realistic Growth Goals.

new risks emerging. One example of the emerging

If you do not know your potential capacity, how

risks is the global semiconductor shortage although
there is potential for additional disruptions that could
affect new vehicle inventory and sales according to
the JD Power January forecast.
The increasing number of older cars on the road needing service along with the potential for low new vehicle inventory levels moving forward make your Service
Department more important than ever as a primary source of revenue.  This is an opportunity to think
about how you want to grow your Service Department
business. What are your revenue goals? What road-

60

can you measure growth? You need to set realistic
growth goals based on your staff, number of bays,
and hours of operation. A good place to start is with
your 20 Group. Ask members with a similar number
of Technicians for a daily average of vehicles serviced. Are their numbers higher than your numbers?
Dig deeper. How are they marketing to current and
potential customers? Are they using a dedicated
Service BDC? What is feeding their success?
Then, turn to your own reporting. Pull DMS reports
for the average number of vehicles your department
services on a daily, weekly, and monthly basis. When



Fixed Ops Magazine - 2021 Vol18 02

Table of Contents for the Digital Edition of Fixed Ops Magazine - 2021 Vol18 02

Fixed Ops Magazine - 2021 Vol18 02 - 1
Fixed Ops Magazine - 2021 Vol18 02 - 2
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Fixed Ops Magazine - 2021 Vol18 02 - 60
Fixed Ops Magazine - 2021 Vol18 02 - 61
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Fixed Ops Magazine - 2021 Vol18 02 - 66
Fixed Ops Magazine - 2021 Vol18 02 - 67
Fixed Ops Magazine - 2021 Vol18 02 - 68
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