Lost Sales

[sz]

dew23456, what is your position? The reason I ask is your Parts Department should already be tracking their own lost sales. Do you think they are not stocking enough and that is why you may be losing some jobs? BTW, they should not be recording lost sales on parts they have in stock.

[dew23456]

SZ, my position is director. We do track lost sales on parts not in stock. What we do not track is how many customers shop us and don't buy. That is what I am trying to improve on.
Lost sales due to part not in stock, I do not think that is a very large problem. One area I am looking into is competitive pricing on OTC parts. One big area is engines, if someone calls in to price an engine, they get a full list price. Many of other local dealers will sell the same engine at much less. These are the ones I hate to lose. I feel it also happens to other parts.

[ZFAN24]

btk,
I'd be intrested in the report if you get a chance.

[sz]

Your engine example could be a tough one. Do you stock engines? The other Dealers may be able to offer lower prices because of Manufacturers programs that they can take advantage of that you may not. Talk to your PM about it. If you do stock engines, and even if you do not, you need to mystery shop the other dealers around you. Also call around to the independents as well. From that you can work with you PM in setting up a matrix that may help you sell more jobs in the shop.

I know we are using engines as an example but you should shop around for simple things like brakes or timing belt. You may find you can mark up certain parts to help offset the odd engine you sell.

Unfortunately it is not a simple process.