"Training: The Alado Approach"

Aftermarket by Alado provides superior training and service to its clients. Review the outline below to take advantage of the excellent training program available to your dealership. Our training agenda will include but may not be limited to the areas discussed below.
I. The Customer:

• Customer turn system, within the department, from sales to F & I. Customer relations presentation--note outline. Product internal costing & customer price information; importance of when and where to find paperwork flow with customer; F & I & Aftermarket Department; implementing work to be done with Service Department Policy on outside vendors and PO policy.

II. Customer Relations, Internal & CSI Issues:

• Importance of proactive, not reactive, crisis management;
• Telephone inquiries, follow-up, quotes, heat, etc.;
• Saturday general sales meeting;
• Aftermarket cancellation policies;
• Where to go for help when you need to take care of a customer.

III. The Necessary Evil--Paperwork

• Daily actions reports;
• Daily service logs/tracking system;
• Bi-weekly status report on activity (Mon & Thurs P.M.);
• Salesman spiffs paid monthly generally;
• Monthly "delivered" sales record (computer);
• Month end close-out: records to administration;
• Warranty distribution to customer after month end.

IV. The following seven areas are key and will be thoroughly addressed:

80% Closing Ratio:

• What impact will this have on Parts & Service?
• Can Parts and Service handle this 80% customer-based increase?
• Are they ready for this increase?

What happens on spot deliveries?

• Who do they see?
• When is work completed?
• Is it organized, or does the customer see poor organization?

Training and Aftermarket Manager:

• How is it done? Not to kink F & I?
• How long will it take to implement properly?
• This should be a "no pressure" sale. If properly presented, the customer will ask the key question, "How much?"
• Handling objections:
  • Will this raise my payments?
  • What does this do to my warranty?
  • Isn't it covered by the factory?
  • And 21 others . . .

How will you track sales $$$'s?

• How many block heaters were sold, etc.?
• How many battery blankets have been sold in the previous year?

Costing:

• What happens to N. C. Manager--needs to throw something in?
• Those $$$'s affect parts, service, F & I, new cars, etc.

Delivery--Coordination of All Work:

• Outside vendors;
• Parts & Service;
• Customer Delivery Items;
• Save Sales Manager from doing any of these.

Pricing--customer pays retail--what if different price is in-service?

• How to price products to be competitive;
  Where is profit broken out?

Tracking system to show where the vehicle is, what work is being done, what has been done to insure time of delivery is met, managerial training to enable managers to know these answers just by looking at our tracking system.

Contact Aftermarket by Alado today to learn more about increasing your dealership's profits.