NACE Automechanika

A 20% increase in a shop owner’s closing ratio could positively affect their bottom line significantly if he or she truly understands the value of estimating. This all starts with effective communication and negotiation. The Sales Training for Estimators class is delivered by Management Success’ most requested presenter and includes effective role-playing drills, as well as an interactive Q&A panel with owners of successful collision and body shops. The primary focus of this class is to practice and teach proven techniques for dealing with customers and insurance adjusters. This class is designed specifically to benefit shop owners, their estimators and/or their service advisors.

Attendees will learn:

• How to get inquiring customers out from the phone lines and into the shop; then how to close them on their first visit.

• Techniques on understanding and resolving customer objections

• Effective tips on how to handle insurance companies and receive top dollar for your work

• Discover how to create the life you want in your golden years.
• Discover the four critical stages to successful succession planning.
• Learn how to create the future you deserve by watching the right Key Performance Indicators each week.
• Learn how to develop your 2nd in command to give you more free time and greater peace of mind.
• Learn how much money you really need to retire.
• Discover why Social Security won't be enough to meet your needs.
• Get the most when you sell your business. 
• Learn why working IN your business instead of ON your business will dramatically impact what your business is worth when you sell.

• Review and understand the history and current trends of certification.
• Understand what certification is and what the process entails (ongoing testing, ongoing audits, etc.).
• Understand the different certifications available and the key attributes of each.
• Understand the ROI of certification. Is it right for you?
• Understand how to identify certified parts, distributors and shops.

• You’ll discover the minimum sales and car count you need based on your current fixed costs.
• How much you could make WITHOUT increasing your car-count.
• How much you could make with your existing techs by increasing productivity and creating a consistent, effective workflow.
• And how much you could make based on your existing bays by maximizing productivity and margins.

• Determine the exact top line sales you need each week to reach your goals!
• Know the exact number of cars you need to schedule each week based on your unique business model!
• Discover the amount of production hours you need from your team each week.
• Identify the exact number of technicians your shop needs to reach your maximum profit potential.

• Learn 6 ways to measure productivity and when to use each method.
• Discover why measuring production hours compared to worked hours is the least effective way to increase your sales.
• Learn critical formulas to help you create realistic budgets to drive profits to your bottom line.
• Uncover 41 Productivity Robbers that plague most shops.
• Uncover the 4 key processes that increase sales and customer satisfaction on every visit!

• Creating and selling a basic diagnostic package
• Converting price shoppers into paying customers
• Using an initial assessment as a lead conversion tool
• Decoding the pricing puzzle. How to properly package your services for maximum
• profit and client satisfaction
• Presenting and closing advanced level testing fees
• Creating on internal repair process that reduces misdiagnosis and increases labor
• revenue