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12 Steps To Selling Service

12 Steps To Selling Service

The magazine’s service coach breaks down a service-selling process that can deliver a 30 to 50 percent closing ratio.

July 1, 2013

Supporting Fixed Operations

Don Reed reminds dealers and general managers about the real opportunities that exist for service departments.

February 4, 2013

The Primary Mission of a Service Advisor

Expert Don Reed, CEO of Fixed Ops Solutions, points out that the primary mission of a service advisor is to ensure that every customer is driving a safe and reliable vehicle. Reed also teaches you exactly how to accomplish your mission from building customer relationships to holding everyone accountable to the mission.

November 19, 2012

Since When is Selling a Bad Thing?

Service expert Don Reed has observed that dealers are reluctant to push for greater sales in fixed ops. Here he looks at the cost of that reluctance.

September 10, 2012

Suggested Daily Tasks of Fixed Ops Managers

The most important part of a manager’s day is to manage the performance of their employees. Don Reed suggests some daily tasks for a fixed ops manager that can positively affect the performance of his team.

July 16, 2012

Why Do You Have Inactive Service Customers?

Currently dealers are getting only about 16 percent of the parts and service market. With the average age of a vehicle today at 10.8 years, it is imperative that dealers get those vehicles back into their service departments. Don Reed examines the dilemma of inactive service customers.

May 29, 2012

An Enemy Called Average

For the dealer who wants to thrive and not just survive in this very competitive industry, every department in the dealership must be a profit center. Don Reed discusses the need for dealers to elevate not only their service departments but their entire dealerships beyond average.

March 27, 2012

Increase Fixed Ops Traffic by 20 Percent

By outlining a fixed operations marketing plan with daily, monthly and quarterly plans, industry expert Don Reed explains how dealers can realize a 20-percent increase in fixed operations traffic.

February 7, 2012

Your Service Department is Not a Democracy

As a dealer, you are the ultimate decision maker. You don’t need to take a vote every time you want to make a change in policy, process or personnel. Fixed operations expert Don Reed discusses how making changes might not be popular among employees, but can make the dealership more efficient and profitable.

December 16, 2011

Performance Improves When Measured

Fixed operations expert Don Reed discusses the importance of measuring performance and outlines 28 different stats in the service and parts departments that should be measured for individual employees to evaluate performance.

September 30, 2011

Optimism Abounds in Fixed Operations

Fixed operations expert, Don Reed, follows up on his previous article with facts and figures about dealers’ compliance with the Five Rules of Engagement for Service Customers. With dealers reporting more service customers coming in, dealers stand to earn a lot more business if they adhere to the rules 100 percent of the time.

June 15, 2011

Five Rules of Service Customer Engagement

Don Reed - Fixed ops industry expert and trainer Don Reed presents the five rules of engagement service advisors should follow with service customers.

April 11, 2011

Service Advisor Training

Don Reed - A significant number of dealers these days are becoming more and more aggressive in selling used vehicles. Some have even lost their new car franchises and now rely solely on used vehicle sales, along with parts and service sales to pay the overhead and hopefully provide them with a significant return on investment (ROI).

August 16, 2010

How to Design a Fixed Ops Marketing Plan

Don Reed - A worthy goal for every dealer would be to sell a new or used vehicle today and keep that customer coming back to your dealership for life. You want them coming back for all their service needs, for parts, for body repairs, to buy additional vehicles for their family and of course, to trade in the vehicle you just sold them to buy another. Makes sense, right?

May 10, 2010