Automotive News Canada - April 2019 - F20
FIXED OPS JOURNAL
PARTS
continued from Page 19
and an engine air filter. Most parts
workers aren't trained to do this,
Dryden says.
Track parts sales on a tote board:
"When you walk into the dealership,
they've got a board that shows this
person sold this many vehicles, and it
shows the deals that are pending,"
Toppa says. "Do that in the parts department, too.
"Give the employees a little competition. If they see their number up there,
and it is lower than someone else's,
they might try a little harder to get
their number up. It's more money in
their pocket. If the bulk of their pay is
tied to commission, you'll work harder
for it."
Establish sales targets: All parts
employees, not just managers, should
be aware of the dealership's sales goals
for the parts department.
"At 90 percent of the dealers in
PAGE 20
APRIL 2019
America, if you ask the parts counter
guy what their parts goal is for the
month, I doubt if they'd even know,"
Dryden says.
Profit center
As dealerships rely on fixed operations to generate more of their profits,
the parts department is expected to
contribute to that income. The National Automobile Dealers Association reports that parts sales at U.S. franchised
dealerships rose to $68.6 billion last
year from $67.5 billion in 2017. Dealers and parts employees must continue to look for new ways to sell parts,
Toppa says.
"We don't view parts department
employees as someone who just
stands there and takes orders," she
says.
"We view them as more of a salesperson, trying to give them that mentality so they can upsell things too. We
can't continue to do business like we
have for the last 50 years."
DANIELLE SZATKOWSKI
Mike Garcia of Hodges Subaru says he gives his employees
discretion to offer customer discounts to promote parts sales.
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Automotive News Canada - April 2019
Table of Contents for the Digital Edition of Automotive News Canada - April 2019
Automotive News Canada - April 2019 - Intro
Automotive News Canada - April 2019 - 1
Automotive News Canada - April 2019 - 2
Automotive News Canada - April 2019 - 3
Automotive News Canada - April 2019 - 4
Automotive News Canada - April 2019 - 5
Automotive News Canada - April 2019 - 6
Automotive News Canada - April 2019 - 7
Automotive News Canada - April 2019 - 8
Automotive News Canada - April 2019 - 9
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Automotive News Canada - April 2019 - 20
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Automotive News Canada - April 2019 - 28
Automotive News Canada - April 2019 - 29
Automotive News Canada - April 2019 - 30
Automotive News Canada - April 2019 - 31
Automotive News Canada - April 2019 - 32
Automotive News Canada - April 2019 - F1
Automotive News Canada - April 2019 - F2
Automotive News Canada - April 2019 - F3
Automotive News Canada - April 2019 - F4
Automotive News Canada - April 2019 - F5
Automotive News Canada - April 2019 - F6
Automotive News Canada - April 2019 - F7
Automotive News Canada - April 2019 - F8
Automotive News Canada - April 2019 - F9
Automotive News Canada - April 2019 - F10
Automotive News Canada - April 2019 - F11
Automotive News Canada - April 2019 - F12
Automotive News Canada - April 2019 - F13
Automotive News Canada - April 2019 - F14
Automotive News Canada - April 2019 - F15
Automotive News Canada - April 2019 - F16
Automotive News Canada - April 2019 - F17
Automotive News Canada - April 2019 - F18
Automotive News Canada - April 2019 - F19
Automotive News Canada - April 2019 - F20
Automotive News Canada - April 2019 - F21
Automotive News Canada - April 2019 - F22
Automotive News Canada - April 2019 - F23
Automotive News Canada - April 2019 - F24
Automotive News Canada - April 2019 - F25
Automotive News Canada - April 2019 - F26
Automotive News Canada - April 2019 - F27
Automotive News Canada - April 2019 - F28
Automotive News Canada - April 2019 - F29
Automotive News Canada - April 2019 - F30
Automotive News Canada - April 2019 - F31
Automotive News Canada - April 2019 - F32
Automotive News Canada - April 2019 - F33
Automotive News Canada - April 2019 - F34
Automotive News Canada - April 2019 - F35
Automotive News Canada - April 2019 - F36
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