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Flexibility For Your Sales Department = More Sales! How can you get it? Cover their fixed overhead!

Sales Flexibility Depends on Absorption % by Fixed Ops. Absorption % target = 90+% Barter Motors Absorption % = ?? 58.5% Where can you improve?

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[object Object],[object Object],[object Object],• Gross Profit % • Hours & $ per RO • Additional Work Recommended • Declined Repairs Tracking & Follow Up • Dispatching • Quality Control • Customer Retention

[object Object],[object Object],• Work in Process • Profit – YTD • Appointment Process • Work Mix: • Warranty vs. Customer Pay • Maintenance vs. Repairs • Highly Competitive work vs. Non-Competitive

[object Object],• Gross Profit % ,[object Object],• Days Supply • Turns • Obsolescence • Receivables • Customer Retention • Receivables • Work in Process • Profit - YTD

[object Object],• Fixed right the first time • Completed on time • Phone coverage • Appointment process • Consultant performance • Pick up process • Customer Retention

Service – Take a closer look at: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Service – Take a closer look at:

Parts – Take a closer look at: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

CSI – Take a closer look at: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

CSI – Take a closer look at: Is the customer always right? Yes? No? Consider this philosophy from a successful dealer: “ The customer may not always be right. But, they are always in control of where they choose to spend their money. And, I want them to spend it at my store!”

ACTIONS For Improvement WHO CHECKS: BY WHEN: WHO: TASK:

Implement Your Action Plan! Improve Service, Parts, & CSI! Raise Absorption % & Help Your Sales Dept!

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