Are you kidding me?

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Are you kidding me?  That was my response to Steve, a good friend of mine, when he told me that some of his Independent Tire & Service clients sell oil club programs in hopes that the customer DOES NOT redeem them. Yes - You heard that right! I told Steve that strategy made no sense.   Especially when you take into consideration that it takes approximately $350 to gain a new customer.   The main reason to sell club programs is to encourage loyalty and repeat business. To make sure we are all on the same page, an oil club program is a program that sells multiple oil changes at a significant discount,  trading future gross for loyalty and repeat business.  I also like idea of selling alignment policies and "super coupon" programs. You should probably know by now ... I am a Big fan of just about anything that encourages customer growth! Key Point - it's not how MUCH its How MANY - How much a customer spends every time they service their vehicle with you is less … [Read more...]

Automotive Seminars & Update to RTS coming soon!

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Hi All ! Its been a busy few months!  I just wanted to update you, and let you know what I have been up to and what you can expect from RTS in the near future. Last October, I left TCi/Michelin to help out a Co-op up in Portland called NW Tire Factory.  Tire Factory is a group of  fantastic Independent Tire Business  owners located mostly in the Pacific Northwest.  Tire Factory is owned and operated by tire and service dealers just like you.  I made short work of building a sales team, developing a recruiting and value add program for their membership and even made a few friends along the way (Hi Steve, Andrew and Rob!). Prior to my detour in Portland,  I was working on a program called "The Complete Winning Strategy".  CWS is a comprehensive retail operations workshop and coaching platform inspired by my 18 years of  leading and assisting retail tire and service  teams.    The program assists store leadership in defining roles, setting goals as well as providing ownership … [Read more...]

RTS is looking for Contributors

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I started Retail Tires Solutions a few years ago as a place to post solutions and best practices for Independent Tire Dealers that I supported in the Western States.  I felt then (and still do) - that there really wasn't many good resources for tire dealers to get practical information and support. Shout Out! I am looking for new contributors to share best practices, insights, inspiration, new products or anything that would provide the RTS Community with some "Good Stuff" to help Independent Tire and Service Dealers. What does "Good Stuff" look like? Best Practices Business Philosophy Customer Success Stories Grass Root Marketing Ideas Why you do what you do ... How you built you business Or anything else that would provide guidance to fellow Independent Tire and Service Dealers. What's in it for YOU? On an average month, this blog site gets a few thousand page reads.  You could become famous ;-) or more likely, your contribution could provide the inspiration for … [Read more...]

A Day in the Life of Retail Tire & Service

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  It all starts with a Plan - Here is Mine - What's yours? ;-)     … [Read more...]

3 Bootstrapping Customer Driving Techniques

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One of the most stressful times in any retail environment is when you are staffed to the hilt but no customers are walking through the door.  You look to your left and to your right and you have hourly employees that you are paying to just stand around.  I have been there.  Not Fun!  While there in no sure-fire way to instantly acquire customers, there are some techniques that many dealers use that seem to be pretty effective. #1 Alway have a box of oil change coupons on hand like these.  If there are no customers in your location, then its a safe bet that your sales and technicians are probably not too busy.  With the oil change coupons in hand, point your staff to the nearest traffic intersection to hand out the coupons.  You will be pleasantly  surprised how may coupons are redeemed in the coming weeks. #2 Have an "A" Frame board on hand with an "unbeatable" oil change offer like this.  Put the "A" Frame out in front of your location when you have empty bays. #3  Have Free … [Read more...]

Chasing Opportunity

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Just a though for today….. In our quest to drive sales and make money, are we just working for today or do we have our sights locked on building a sustainable high performance organization that fosters development and growth of our organization? If not – What is holding you back? A strategy or business plan helps us navigate though the daily grind and  towards our ultimate goal.  For most of us the goal is to build something that will last and continue to pay residual income for years to come – Without you … Need help developing your Strategy?  Give me a call. Good Selling ! … [Read more...]

What Comes First

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On my way to Portland Oregon today and I got to thinking, besides the fact that I will probably see rain fall from the sky for the first time in months (I live in Phoenix), as owner of an Independent Tire and Service Dealership, Its easy to get caught up in the daily grind of operating your business and lose sight of what comes first. What comes first?  Why of course – Selling Lots of Tires and Service I used to tell my managers that worked for me: during the course of the day, between the hours of unlocking your store front to closing down your operations at night, If you find yourself doing anything that is not related to “getting cars in” – “checking em out” – “building a through estimate” and “Asking for the Sale (In a timely manner)”, Your need to rethink what you are doing. Its really that simple. Do YOU really have to run to the bank? Do YOU really need to pick up that part? Do YOU really need to spend your time talking to salespeople? Do … [Read more...]