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Comment by Leonard Buchholz on February 2, 2018 at 8:07am

Your Fixed Ops Profits come from the things you control.

Let me say it again. Your Fixed Ops Profits come from things you control.

It’s why we have a Service Drive Sales Process. We control everything about that process. How we greet, how we complete a walk around, how we present the maintenance menu or as I like to call it, the maintenance reminder.

We control the appointment process, the scheduling, the hours of operation…everything.

So let me ask you a question Mr./Ms. Service Manager, General Manager or Dealer.

If you control all of this, why are you missing Profits in Fixed Ops?

It’s because you didn’t Train.

I know, it’s an inconvenient truth. The old saying “Everybody says they want you to tell them truth, and when you do, you are a jerk” (or something worse).

Call me the jerk then.

Not only did you not Train, you didn’t Manage.

Profits come from direction. When you manage for profits, you are directing. If you don’t like the performance of Sad Sam the Advisor, then you need to find out what’s wrong with him, fix it, train him and manage him for results.  

When you manage for the results you want, you get the results you want (or something very close to it).

Fixed Ops Profits are not organic.  They don’t spring from the service drive whenever it rains. Profits are a direct result of actions and management applied over time.

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