LUBE TECH INCENTIVES TO UPSELL???

[CHADP]

HELLO EVERYONE,
I AM FAIRLY NEW TO THE SERVICE MANAGER SIDE OF THE DEALERSHIP. I WAS A PARTS MANAGER FOR 14 YEARS AND NOW I AM FIXED OPS MANAGER FOR OUR NEW CHEVY CADILLAC STORE. WE HAVE A DEDICATED LUBE TECHNICIAN AND I AM LOOKING FOR IDEAS TO COMPENSATE HIM FOR UPSELLING WORK. HE DOES NOT UPSELL A GREAT DEAL CURRENTLY. HE IS PAID HOURLY WITH NO INCENTIVES. I HAVE THOUGHT ABOUT PULLBOARDS AND SPIFFS. I HAVE HEARD THAT SOME DEALERS PAY THEIR LUBE TECHS A PERCENTAGE OF THE JOB SOLD. CAN YOU GIVE ME SOME IDEAS OF WHAT YOU ARE ALL DOING IF ANY? I REALLY APPRECIATE IT.

[GMFXDOPSMGR]

Welcome to our world!
This is one of the plans I used for our LOF tech until we built a stand along building.
I had a sheet for the tech to log any "up sell" on. It had the Date, RO#, item, FR time. I had a column for each. I did have to check the RO's to verify that the customer did not come in for that item, but with Reynolds & reynolds, that is easy to do. I made a report in 6910 that would show
the "add" lines on an RO and used operation numbers for lube only.
The techs (2) then had additional incentives to find and help sell other items.
Air Filters.........$1.00
Fuel Filters........$2.00
Tire Rotates........$2.00
Belts/Hoses.........$2.00
Cabin Filters.......$1.00
Coolant Service.....$5.00
Trans Flushes.......$5.00
and so forth. We had a quick increase in service sales and it helped our ELR and HRS/RO.
The techs were clock, so this helped them look for more $'s for themselves. If a customer came back for the services not bought at the time of the service, we would pay the tech on the second RO. We made the techs use GM's Multi-Point inspection sheets. Our store "Scans" all RO's so it was easy to see the recommendations, plus we added it to the "recommended" section of the RO. We put a 30 day limit on the sale.
Let me know if you want more details.
Tom Edwards

[ZFAN24]

In addition to the above, offering spiffs for tires also seems to work well. I offer $5.00 per tire sold.

[tjsmith]

I do a pull board & then give a bonus at the end of the month such as 80hrs upsold=$100.00 & 75 air filters=$35.00..I always tinker/tweak it & seems to work well here.

[MR GOODWRENCH]

'Scuse my ignorance, guys, but what's a pullboard?

[robc]

Kind of like pull my finger only with money

[robc]

Ok - I was going to provide a link to be helpful, but I couldn't find one. I never used a board but used 10 ping pong balls in a bag and staged the winning that way ... like 7-$1, 2-$5 and 1-$10 ball. After all ten balls were pulled I'd put them back in. It is more of a reward and fun to have a 1 in 10 chance of $10 instead of the $2.75 average.

[SHolbach]

For pullboards go to www.gamenterprises.com

[carwars]

Very simple.I pay all my techs $3.00 per flat rate hour for each flat rate hour they "upsell"