What should my target be for RO Conversion to sales?

Troy Germain

When prospecting your service drive customers, I've heard from many that the 'target' conversion from ROs to sales is 2%.  So if my store has 1000 ROs per month, I should be able to generate 20 sales from the drive.

1. Is that the right target? If not, what should it be?

2. Should I be counting JUST Customer-Pay ROs, or both Customer & Warranty Pay?

3. Would the target differentiate by brand?

Any other comments or feedback would be greatly appreciated!

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