Taking Your Shop to the Next (Profit) Level With Valerie Ziebron Yamaha Marine University Instructor With Valerie Ziebron Yamaha Marine University Instructor

Taking Your Shop to the Next (Profit) Level

With Valerie ZiebronYamaha Marine University InstructorWith Valerie ZiebronYamaha Marine University Instructor

First, a short story…

Taking Your Shop to the next (Profit) Level

The Agenda

• The Foundations• Dollars and Sense• What’s Preventing Profitability• Key Area’s of Profitability…


Building a Fantastic Shop


The Basic Foundations of Good

Service: Process• Scheduling and

Communication• Write Up• Repair and Parts• Quality Control• Delivery and Follow Up


The Basic Foundations of Good

Service: People• Job Descriptions• Tools Needed to do Job• Talent • Praise and Feedback• A Friendly Environment• Learning Opportunities


Dollars and Sense


Service Absorption Sells Ideas

Service Absorption is

the _________ of a

dealership’s _______

________ that are covered

by service income.

percentagepercentage

operatingoperating expensesexpenses

How do you increase Service Absorption?


• Generate More Dollars• Save More Dollars

How do you increase Service Absorption?


• Generate More Dollars• Save More Dollars

Which dollar is worth MORE-

A dollar saved or a dollar earned?

Which dollar is worth MORE-

A dollar saved or a dollar earned?

How to Increase Service Absorption

• Generate More Dollars– Increase Hours per R.O.– Generate New

Business/Customers

• Save More Dollars– Get More Efficient– Stop the Leaks of Profitability


Stop Profitability Leaks

Stop Profitability Leaks

• Where are the Leaks of Profitability in your shop?

• Does your team know about others?

• Do you have an environment that encourages them to speak up?


Key Areas of Opportunity


Increase Convenience

What is your shop doing to be more convenient?

Increase Convenience

• What are you currently doing to offer convenience? Do your customers know about it?

• What do your customers currently do themselves or go elsewhere for?

• What else could you do to offer your customers more convenience?


Test Ideas for ROI• What is this going to cost?• What do we expect our return to

be?• Who will be responsible for

doing this?• How will they be compensated? • Will this take effort or time away

from anyone’s current job?• How will this change our current

process?


Visual Selling Tools


Visual Selling Tools• Do you employ a marketing

calendar for service?• Do you have effective visual

selling tools? Are they current? • Are they being used properly by

the team?• Do you utilize visual selling

tools online?• Do you use your visual service

selling tools at sales events and boat shows?


Market Service

“I don’t see how this marketing stuff is going to help my boat dealership.”

Market Service


Market Service• Create a marketing calendar

that lists when, what and how you will market.

• Get input from the team. • Inform everyone when

marketing is going out.• Share marketing and tie in to

other efforts.• What are you most proud of?

How can your marketing better highlight your strengths?


Visual Efficiency Tracking ToolsVisual Tracking Tools

Visual Efficiency Tracking Tools

• Do you track the info daily? • Do you share it daily?• Do you effectively coach for

higher productivity?


Commit to Profitability





• Decrease Seasonality• Increase Hours Per R.O.• Ask the Tough Questions:

Ask the Tough Questions:

Taking Your Shop to the next (Profit) LevelCommit to Profitability

• How important is service absorption to your dealerships business plan?

• What are we asking the techs to do?

• Do we need more support staff?• Does anyone need to be

reassigned?

Ask the Tough Questions:

Taking Your Shop to the next (Profit) LevelCommit to Profitability

• Should we be utilizing partnerships and sublets?

• How clean does the shop need to be at closing?

• Should we be using stronger incentives?

• Are we communicating the goal and their role in it enough?

Getting Into the Green

Check out the dealer best practice ideas on how to help the planet and the bottom line

Develop Your Team


Develop Your Team

• Do you know the strengths and weaknesses of your team members?

• Do you know what motivates them and what works for rewards/recognition?

• Are you aware of their career goals?• Are you actively coaching and

counseling them?• Are they involved and fully in the loop

on dealership happenings?

Final Thought

• The Earth was made round so we don’t see too far down the road.


Thank You

• Wishing you a profitable and proactive Service Department

• www.valerieziebron.com• LinkedIn or Facebook • (313)506-8069


http://www.valerieziebron.com/

Documents

Taking Your Shop to the Next (Profit) Level With Valerie Ziebron Yamaha Marine University Instructor With Valerie Ziebron Yamaha Marine University Instructor