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IT’S ALL ABOUT the HOURS Not the DOLLARS My Big Three KPI’s
- 1. Hours
- 2. Tech Recs
- 3. SDS (Same Day Selling)
ITS ALL ABOUT the HOURS Not the DOLLARS My Big Three KPIs 1. Hours - - PowerPoint PPT Presentation
ITS ALL ABOUT the HOURS Not the DOLLARS My Big Three KPIs 1. Hours - - PowerPoint PPT Presentation
ITS ALL ABOUT the HOURS Not the DOLLARS My Big Three KPIs 1. Hours 2. Tech Recs 3. SDS (Same Day Selling) Its All About the HOURS Not the DOLLARS KPI #1 HOURS Do we sell DOLLARS? NO! Can we sell Yesterday's Hours? We sell HOURS!
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It’s All About the HOURS Not the DOLLARS KPI #1 HOURS Do we sell DOLLARS? NO! We sell HOURS! Can we sell Yesterday's Hours? How do we Track?
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It starts with your Hours Forecast
1.Hours per day per flat rate tech (9 or 10) 2.Hours per day per hourly tech (½ the amount of the flat rate tech) 3.This will give you the “Total available hours” for your shop. 4.Next is the writer schedule: 1.Mark each day they work 2.This gives you “Total working days” 5.Divide “Total available hours” by “Total working days” = Hours Per Day Goal
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Now What?
It’s all about the GREEN days. Did your advisors close their Daily Goal? Did your store close its Daily Goal? IF NOT - ASK WHY IF THEY HIT THE GOAL - “HIGH FIVES”
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How does your Team Know their Goals?
1.Hours per Day Goal 2.MTD Goal (where are they now)
- What Happened yesterday (A must)
3.Total Month Goal What does that look like?
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Hours Per day Goal What Closed Yesterday MTD Goal MTD Closed Total Month Goal
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IT’S ALL ABOUT the HOURS Not the DOLLARS KPI #2 Tech Recs What are Tech Recs? How do we measure? How can we improve?
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What are Tech Recs?
1.Recommendations that techs make during the Inspection
- Inspection on every RO is a must
2.Quality recommendations that we would sell to our families 3.Standard Inspection form for all stores
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How do we measure Tech Recs?
1.Number of recommendations divided by number of inspections 2.The average mileage of their inspections What does that look like?
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Recs per inspection Average miles per
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How do we Improve?
- 1. Talking about this at every shop meeting
- 2. Training
- What is Yellow and what is Red?
- How to do a Quality inspection
- Techs inspect the same car and review
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It’s All About the HOURS Not the DOLLARS KPI #3 SDS (Same Day Selling) What is SDS? The BIG FOUR How do we measure?
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SDS (Same Day Selling)
Same Day Selling is same RO selling of the Technician Recommendations!
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SDS - BIG FOUR
As we are in the REPEAT and REFERRAL business, selling the BIG FOUR is a must.
- 1. Brakes
- 2. Tires
- 3. Batteries
- 4. Maintenance
If they are RED, they need to get them replaced! Why not US?
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Check In Tech Inspections Same Day Selling # of Recs to Sell Inspection Report
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It’s All About the HOURS Not the DOLLARS PAY PLANS!
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PAY PLANS
Pay Plans are the BEST WAY to keep your team focused, but many times pay plans don’t work together.
- 1. Parts vs Service
- 2. Managers vs Advisors
- 3. Techs vs everyone else
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PAY PLANS
It starts with Techs Flat Rate Techs Hourly Techs (with hours per day) Foremans and Team Leads Then Writers Then Parts All Back Counter or All Counter persons Then Managers Both Parts and Service Manager
What Does That Look Like?
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PAY PLANS
The components of a pay plan: Techs: Hours per day per week for Hourlys (Total Hours/Days) % of Hours Forecast for Foremans and Team Leads. A set amount paid per Bucket Advisors: % of Hours Forecast and % of Personal RO Gross Closed
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PAY PLANS
Counter % of Hours Forecast and a set amount paid per Bucket Managers - Both Parts and Service % of Hours Forecast and % of Total Statement Gross
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It’s All About the HOURS Not the DOLLARS When your Store is focused
- n a few KPIs and your Pay
Plans reinforce it -- YOU WILL ACHIEVE MORE GREEN DAYS!
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