IT’S ALL ABOUT the HOURS Not the DOLLARS My Big Three KPI’s 1. Hours 2. Tech Recs 3. SDS (Same Day Selling)
It’s All About the HOURS Not the DOLLARS KPI #1 HOURS Do we sell DOLLARS? NO! Can we sell Yesterday's Hours? We sell HOURS! How do we Track?
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
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 ”
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?
MTD Goal Total Month Hours Per day Goal MTD Closed Goal What Closed Yesterday
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?
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
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?
Recs per inspection Average miles per
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
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?
SDS (Same Day Selling) Same Day Selling is same RO selling of the Technician Recommendations!
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?
Tech Same Day # of Recs to Inspection Check In Inspections Selling Sell Report
It’s All About the HOURS Not the DOLLARS PAY PLANS!
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
PAY PLANS It starts with Techs Flat Rate Techs Hourly Techs (with hours per day) Foremans and Team Leads What Does That Look Like? Then Writers Then Parts All Back Counter or All Counter persons Then Managers Both Parts and Service Manager
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
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
It’s All About the HOURS Not the DOLLARS When your Store is focused on a few KPIs and your Pay Plans reinforce it -- YOU WILL ACHIEVE MORE GREEN DAYS!
It’s All About the HOURS Not the DOLLARS THANK YOU! Any questions? Tully Williams Parts & Service Director, The Niello Company twilliams@Niello.com
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