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ConSept Blog

When Performance is Measured, Performance Improves.

Should you charge Doc Fees?

Many pundits, both professional and casual, have recently proclaimed the end of the car industry as we know it due to autonomous vehicles and Tesla’s direct-to-consumer model, among other evolving social and economic factors. This is not the first time dealers’ demise has been predicted and it probably won’t be…

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What Makes a Good Sales Manager?

A good Sales Manager is worth their weight in gold. More than anyone else in your dealership, they have final responsibility for closing deals and generating acceptable gross while setting up the Business Office for strong back-end profits. Your Sales Manager’s contribution to pretty much every key metric in Variable…

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Ask for the Business

JD Power recently released their Customer Service Index Study for 2015, and some of the findings were very interesting and not especially surprising. But one of the biggest takeaways from this year’s study reveals the biggest hurdle for any Service department: Why won’t your Service Advisor ask for the business?…

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Reconditioning as a Profit Center

Do you include Reconditioning gross profit when you are evaluating the success of your Used Vehicle department? Should you? In our experience, most dealers are salespeople at heart. Their main focus is on Sales and while Fixed Ops is “important” to most, very few dealers have an office in the…

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UV Pricing Strategy

More dealers are adjusting their used-vehicle departments’ operations to compete and succeed in an efficient market where both buyer and seller have equal knowledge and access to information. Historically, dealers have used “gross per unit” to gauge their success in the Used Vehicle department. Now, they focus on “total gross” and…

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Monitor your Service Department!

Properly monitoring your repair orders and providing your advisors with strong sales tools are fundamental to improving Hours per RO. In this vein, there are two things on which every Service Manager should focus: Declined Services and Maintenance Schedules. Ensuring Advisors know when and how to use these two tools…

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Educating Service Personnel

Technicians and Service Advisors are extremely productive members of your dealership team. Generating between $10-30K a month is gross profit, each individual in the Service Department is practically a small-business owner when considering the high levels of revenue and expenses that they manage. So why are they left clueless when…

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Technician Pay Plans

Below are some thoughts on what overpaying a technician can do to your profitability and a suggestion on how to set up a simple, effective pay plan that will protect your bottom line. Let’s start with what you [hopefully] know: In order to run a profitable service department, your gross…

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Calculating Effective Labor Rate

Calculating Effective Labor Rate is a simple exercise that every Service Manager, Dealer, and GM should be able to do. The stronger Service departments in North America make sure advisors, technicians and any other productive personnel understand this key metric since it drives a significant portion of the Service Department’s…

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How do you Define Conversion Rate?

These days, there are a lot of companies selling their wares to attack the “digital revolution”. Some provide a superior product and can back up their results with data. There are many more that offer subpar or downright awful service and seem to actively hide their performance metrics. This seems…

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