Menu Selling

[Art_Mopar]

I am in the process of revamping my service write up process to include pre-writing repair orders and the advisors doing a walk around of the customers vehicle. My thought is to either create a menu in ADP'S service pricing or present a laminiated menu to the customer during the write-up/vehicle walk around process. I'm just not sure if I should have a good, better, best selection or a basic column A or B menu. We do a pretty good job selling BG services so I don't want jepordize those sales by putting them on the best column but... Any thoughts?

[This message has been edited by Art_Mopar (edited 07-29-2004).]

[john]

My advice is to keep it as simple as possible,with only one set of services recommended at a mileage interval. Bottom line sell - quote one price - if the customer has questions, then you can bring up other options - from another sheet. If you get too complicated with too many choices customers will go brain dead in front of you and opt for nothing. focus on factory recommended services, local area recommendations, and owner responsibility as listed in the owner manual. These can be defended easily if there are questions about why they are necessary.

I advise to have sheets printed and have an area for the customer to sign either accepting or rejecting the recommended service. This sheet should be filed with the R.O. to support your recommendations in the event there is a failure and the customer tries to blame you for not keeping him informed (corroded cooling system/waterpump failure).

John
pika68@aol.com

[ViCar]

Go for the basics, factory recomended schedule with additionals/recomendation options including the BG's. Teach the Advisor how to sell the menus (Mc Donald's combo) and then how to super sizes with the additionals depending on the vehicle needs. Print menus with prices (as big as 8 x 10) not easy to get rid of them. With this you will be performing according to factory and if the customer will have the decision will help also CSI making soft sell. Then track menu penetration with your system and incentive SA per menu sales. Good luck.