Service to Sales

Jared Hamilton
Joe - are you specifically referring processes that increase your service retention of your sales customers? IE successfully turning sales customers into service customers?
Tony Harris
Hi Joe, I have some ideas but am not clear exactly what you are asking for. Please elaborate and maybe share what you have been doing so we can build from there.
Ron Henson
Hi Joe, In the almost 20 years I spent at my Honda store we did A/B testing on many methods on transitioning service customers to sales customers. One of my big frustrations was seeing competitors plate frames on cars in my service dept. Don't get me wrong, I was happy that they were coming to me for service, but I wanted them as sales customers too! Just greedy I guess. Two items that we tried come to mind. 1) We would give them a $5 bill if they allowed us to switch out the plate frame. Sounds like a small thing but it really generated conversation among their friends and family. 2) We would automatically attach an offer to purchase on any car over 40k miles that came into our service dept. This method was very non-confrontational and non-pushy. It turned out to be extremely effective! I hope that helps a bit.

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