“Where Is My Inspection Report?”

Once your client’s vehicle goes into the shop you will want to be fully aware how long the technician has had the vehicle. Your technician needs to perform the Multi-Point Inspection as the first thing they do after bring the vehicle to their bay. As the consultant, if 15 minutes has gone by, the thought in your head has to be, “Where is my inspection report?”

Time is critical to your success with the MPI. You are racing against the clock on two fronts. The first is the time your client is able to leave the vehicle with you. Regardless of whether they are waiting at the dealership, or they are coming back later, there is a limit to them leaving their vehicle. Consultants who have the greatest success with making additional recommendation sales contact their clients as soon as possible. The chances of you making a sale goes down the later in the day it gets. When you contact the customer before noon, depending on what the car needs, your technician will still have time to get the work finished the same day. Once it slips past noon your chances start declining as the client becomes increasingly concerned with how they are going to get home.

The second front you face with the MPI is contacting the customer and making the sale before the technician rolls the vehicle out of the shop. After the technician rolls the car out of the shop and starts another job, it gets difficult to work the additional sale vehicle back into the rotation to complete the additional items you have sold. The process has now started on a different vehicle of which may be a bigger repair or may very well get an add-on sale.

So, pay attention to where in the process are your clients vehicles. Work closely with whomever is dispatching the work to your technicians. Constant communication is necessary as moment-by-moment the work mix changes and the dynamics of the day get refreshed. Find out the projected times your repair orders might be going into the shop. Track your repair orders in your DMS. Be aware of the repair orders you fellow consultants have written and what the overall work load looks like. Remember, this is not a one-check and it’s done. The day is constantly in flux as work gets completed, add-on sales are made, parts are not in stock and need to be ordered or special order parts have arrived, additional customers arrive, and jobs go wrong so the technician is delayed.

This is a lot to keep track off. It will take practice to become proficient. In time, with diligence, keeping track off all this information on a continual basis all day long will become intuitive. You will be able to process all this data and you will develop an internal clock that helps you manage your workload allowing you to take exceptional care of your clients while maximizing your income opportunity.

Dare to reach for the stars as you Pursue Great!

follow us on facebook / Pursue Great!