『SDR #371 - Selling Cars From The Service Drive』のカバーアート

SDR #371 - Selling Cars From The Service Drive

SDR #371 - Selling Cars From The Service Drive

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What if your service drive became one of your dealership's most powerful—and consistent—vehicle sales channels? In this episode of Service Drive Revolution, Chris Collins, Hogi, and Adam reveal how dealerships can turn everyday service appointments into organic sales and trade-in opportunities without making customers feel pressured. The key isn't occasionally sending a salesperson into the drive—it's building a dedicated system where sales and service operate as one team. You'll discover how to: • Embed dedicated salespeople inside the service department • Use equity mining to identify the right opportunities • Incentivize advisors to facilitate strong customer handoffs • Introduce trade-in conversations before the appointment • Acquire valuable used inventory without relying on auctions • Use maintenance programs to create familiarity, trust, and retention • Build toward the future "portfolio manager" model—one person managing the customer's entire ownership journey The team also breaks down leadership lessons from Hard Knocks, explains why attention reveals a leader's true priorities, and explores how great systems make exceptional performance repeatable. If your dealership has "tried selling from the service drive" before and it didn't work, this episode will show you what was probably missing. #ServiceDriveRevolution #FixedOps #AutomotiveLeadership #AutomotiveSales #ServiceDrive #DealershipTraining 🛑 SDR Live Academy Online Training For Huge Results: https://chriscollinsinc.com/op/sdr-live-weekly/?=sdrpod 🛑 Book your Profit Gap Analysis Now: https://calendly.com/byron-webster/30min 🛑 Best Selling books on making Fixed Ops a money printer: https://chriscollinsinc.com/shop/ 🛑 Got a question? Call us at 1-833-3-ASK-SDR 🛑 Want to work with the best? https://chriscollinsinc.com/careers/ 🛑 Grab Chris' New Leadership Book I AM LEADER: https://iamleader.com Service Drive Revolution - Episode #371 Transcript How to Sell Vehicles From the Service Drive Service Drive Revolution — Chris Collins, Inc. Hosts: Chris Collins, Hogi, Adam Craig Summary Chris Collins, Hogi, and Adam Craig explain how franchised car dealerships can consistently sell vehicles out of the service drive. The core argument: dealerships that succeed at this dedicate salespeople to service full-time rather than rotating them in occasionally. The episode covers compensation structures for advisors, equity mining inside the service scheduling process, using salespeople for appointment confirmation calls, and why Chris believes dealerships will eventually merge the service advisor and salesperson roles into a single "portfolio manager." The show also answers audience questions on new-vehicle maintenance packages and covers a fake forum post attacking the CCI program. Key topics: selling cars from the service drive · dedicated service-drive salespeople · advisor bird-dog compensation · equity mining · trade-in acquisition · new vehicle maintenance packages · the portfolio manager model Key Takeaways Dedicated salespeople are the single biggest factor. A salesperson assigned to service full-time — present at the 6:45 AM shift meeting before a 7:00 AM service open — works. Rotating salespeople through service a few days a month does not.Top-performing dealerships convert about 4–5% of RO count into vehicle sales. That's a handful of cars a day out of the drive.Compensate the advisor. An advisor loses the RO when a customer buys a vehicle. Without a bird-dog or bonus, they have no reason to want the sale.Lead with acquisition, not sales. "Your vehicle is in high demand and we need it on our used car lot" outperforms "do you want a new car."Have salespeople make the appointment confirmation call. It creates a warm, casual introduction rather than a predatory one.Stores that sell well from the drive also acquire well from the drive — sourcing used inventory outside the auction is a major competitive advantage in the current market.Maintenance packages aren't the enemy — the one-item RO is. Add declined multi-point items to those tickets before judging profitability.50–60% of customers never use their free oil changes. Phone calls, not emails, are what get them in. How to Sell Vehicles From the Service Drive Service Drive Revolution — Chris Collins, Inc. Hosts: Chris Collins, Hogi, Adam Krey Summary Chris Collins, Hogi, and Adam Krey explain how franchised car dealerships can consistently sell vehicles out of the service drive. The core argument: dealerships that succeed at this dedicate salespeople to service full-time rather than rotating them in occasionally. The episode covers compensation structures for advisors, equity mining inside the service scheduling process, using salespeople for appointment confirmation calls, and why Chris believes dealerships will eventually merge the service advisor and salesperson roles into a single "portfolio manager." The show also answers audience ...
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