Automotive Consultants Group Inc.
  "Smart Parts"
E-Newsletter 

January 2011
Parts Shelves

Issue
7-January
"Smart Parts"      with   Dave Piecuch, ACG Inc.
Happy New Year!
                                                                                                   "Parts Marketing Strategies for 2011 - Part One"

Hello "Smart Parts" Readers! 

    

  Here we are!....January 2011, the beginning of our "Best Year Ever!" I'm excited to kick off this new year with the first in a series of four quarterly "Smart Parts" E-Newsletters devoted to Parts Marketing Strategies for 2011.


We will be highlighting these parts marketing strategies in this issue as well as in April and July, then finishing off the series in October of this year. Our focus in these issues will range from the simple, basic marketing strategies to the latest in internet marketing strategies. Here's the best part!..we will be accepting YOUR ideas as well!...kind of like our own Parts Club! That is, of course if "Smart Parts" Readers are willing to SHARE their ideas. All marketing ideas will be accepted through our website. Selected marketing strategies will be highlighted in future issues.


As always, don't forget to take advantage of our FREE "Take-Aways" each month. If you have just joined our "Smart Parts" Team and haven't received your FREE "Take Aways", simply visit our website at SMARTPARTSEZINE to request this month's as well as past issues. Just enter "Past Issues" in the comment box. Remember, sign up is FREE, so don't miss your opportunity to access these helpful tools that can increase your Parts Department's profitability and performance!

 

   
Sincerely,
 
Dave Piecuch
Vice-President
Automotive Consultants Group Inc.
 
IN THIS ISSUE
"Smart Parts" Readers Welcome
"Smart Parts" Tip Of The Month - Parts Sales Phone Script
"Ask Dave"

"Smart Parts" Tip Of The Month

    
   Has your Parts Counter Staff had any proper "Sales Training"? We have all kinds of sales training for our front end sales people and for service advisors, but have you offered your Counter Staff the same opportunity?

I've asked this question to many Parts Managers and Dealer Principal and it's amazing to me how many times that I hear...."They are just  Parts People and they don't have to sell, they just need to provide the parts." I usually respond with something like..."Ohhh Really!!!"  Let me explain a little further....

I'll start off by asking a few questions....

#1.) How many SERVICE opportunities do you think may be calling your Parts Department with repair questions that NEVER get transferred to Service to sell an appointment?

#2.) Have any of your Parts Counter "Sales People"  had any proper phone training?

#3.) Do your Parts Counter "Sales People" answer the phone saying "Parts Hold"?

Training our Parts Counter Sales Staff is just as important as training our front end sales staff and service advisors on proper phone skills. If your dealership has a phone call monitoring service, I would challenge you to listen to some of your own calls into the Parts Department and see the wealth of opportunities to increase your vehicle and service sales.

Our FREE "Take-Away" of the month is our "Smart Parts" Parts Counter Person Phone Script. This phone script will provide word tracks in how to properly answer parts calls, sell a service appointment and how to "up-size" existing parts requests. In 2011, let's maximize our EXISTING parts opportunities first and foremost BEFORE we start going crazy on increasing our advertising budgets.
  
      
   To receive your January FREE "Take-Away"! just sign up at SmartPartsEzine , or if you are already a member, simply visit our website at www.smartpartsmembers.comfor your FREE copy! 
 
 

 

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"Ask Dave"

   Scott Holland of HillCrest Ford in Huntsville, TX  Asks: 

  "My Emergency Purchases on my Monthly Management Report doesn't match what I entered. I'm positive that I entered much more than it shows, how can that be?"
 
   First of all, Scott...It's GREAT to see that you are "dissecting" your Monthly Management Report to pick up this discrepancy. That's usually an indication to me that you are devoted to posting information correctly. You know the old saying..."Garbage In, Garbage Out"!!

Okay!...back to your question...the one great thing about the Parts Department is that it's pretty much a "black & white" situation. Even though it seems we have been doing it the same way for years, there is usually a logical answer. I would recommend that you call your DMS vendor and see if there has been any changes or updates in posting procedures that may have gone unnoticed. I am quite sure you will get to the bottom of the situation and have it corrected in no time at all!
    
 
Thanks for your question, Scott and Thanks for choosing "Smart Parts"!...Don't forget to send in YOUR question in to: Ask Dave! for a chance to win YOUR FREE 60 Minute webinar with Dave!

Got "Service" Absorption? 

 
For more information on ways YOU can increase YOUR "Service Absorption"....visit our website at: www.smartservicetraining.com 
and see how ACG can help you make 
"This Year Your BEST Year Ever!"