Sam Dantzler Powersports Industry Consultant “I’ll Play QB This Play. You Guys Get Open.”

• Sam Dantzler• Powersports Industry Consultant

“I’ll Play QB This Play. You Guys Get Open.”

Must have SALES Process• What is Step 3 of your process?• Upsell & Add-On x 2• Item of the week – we don’t know• Bucket One… we WANT it!

Pay Plans• Owners - How much of your pay

last year was guaranteed?• Paid like salespeople or clerks• Nordstrom's shoe department• Paying on P&A, Svc to the house• Triggers & Multipliers

Role of the Service Advisor• Technician = NO, Salesperson = YES• Bedside Manner is critical• Inspect & Report critical• I still pay for the Doctor to tell me

what’s wrong.

Discounts vs. Add-Ons• Profitability formulas• 40-15-25 or 30-15-20? = 20% less• 20-15-5, 20% off is 40% less cash!• 5:1 or 1:5?• 200-75-125 or 200-15-175?• 47% more cash!

M.A.S.H.• Triage Unit, all about efficiency• Helpers help, Nurses nurse, Doctors

Doctor

Support Ratios• Best H-D shops are running 1.2

support for every 1 technician• What’s your labor rate?• Quarterbacks Selling Hot Dogs• Grooming future techs

The Walk-Around• Why do a walk-around?

Welcome Board

Thanks and Invite BackHow long does it take???

1. You are smart2. Minimize buyer’s remorse

3. Genuine “Thank You”4. Come back

5. Story6. Referrals

Keep Score• You are emotionally vested when

you know the score.• Hawthorne Effect• When do we make behavioral

changes?• Daily scorecards

How can you make the decision without the data?

Priority Maintenance• Tool for RETENTION, not PROFIT• Selling at Service Writer position• Discount, Free, Priority• Great tool for unit sales

department

Sales sells #1, SVC sells 2&3 • Loyalty is 100% tied to having an

EMOTIONAL experience – Franklin Covey• Nordstrom’s Blind

Date Philosophy

Summary

• Have a sales process – Pay like sales• All about efficiency• Cute baby!• Keep score• Retention, retention, retention• Loyalty is a FEELING

How to find me!

• Sam Dantzler

[email protected], OR

[email protected]