What should by RO to Sales Conversion target be?

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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