Combatting Declining Sales in Automotive Repair

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In the automotive repair business achieving and maintaining required sales levels is an ongoing challenge. It’s always better to be proactive in this regard but unexpected circumstances can always affect the best laid of plans. An effective practice is to monitor specific sales based key performance indicators. If performance is not trending in the right direction then corrective action should be taken. Following are key performance indicators that will reflect success in sales:

 

  1. Customer Acquisition Rates – For an automotive repair shop the customer acquisition rate refers to the percentage of increase in the customer base within a given time period. For example if a shop starts the year with 100 active customers and 20 new customers are added during the year the acquisition rate would be 20 percent … Read More >>
  2. Customer Retention Rate – In automotive repair the customer retention rate is a measure of the percentage of customers that return for service within a given time period. For example, if a shop has one hundred customers at the beginning of the year and by the end of the year seventy of those customers returned for service – the shop would have a 70 percent retention rate … Read More >>
  3. Quote Capture Rate – In automotive repair the quote capture rate is a measure of the percentage of quotes that turn into sales within a given time period. So if a shop provides 10 quotes in a month and 4 quotes turn into repair orders within that month then the quote capture rate would be 40 percent … Read More >>
  4. Recommendation Capture Rate – In automotive repair a good portion of business is generated through recommended repairs resulting from inspections and diagnoses. The recommendation capture rate is a measure of the percentage of recommended services that are purchased by customers … Read More >>
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