The service drive presents an untapped opportunity for inventory acquisition, yet implementing an efficient process can be challenging. Many processes typically stall at the service advisor level due to their existing workload and limited capacity. Additionally, incorporating salespeople from the showroom into the service drive has proven unpopular, as customers generally prefer not to be sold to during their service visits.
Some dealerships have addressed this challenge by appointing a dedicated vehicle acquisition specialist for the service drive. Their role involves appraising every vehicle, often leveraging tools like service equity mining. However, despite the usefulness of these tools, most appraisals remain unsolicited and result in a low acquisition percentage.
Another approach observed in dealerships is stapling offers to the back of service repair orders. Unfortunately, customers often merely glance at these offers before disregarding them. Moreover, one significant hurdle in the vehicle acquisition process within the service drive is the focus on getting customers into a different car. This becomes problematic when customers are willing to sell their vehicle, but the dealership lacks a suitable replacement in stock or presents an unaffordable payment increase.
Consequently, customers may resort to separate transactions, selling their vehicle at CarMax and purchasing elsewhere. To address these challenges, we developed a solution that caught the attention of dealerships. Our product aims to effectively track incentives for service advisors, motivating them to create appraisals and ensure their acceptance.
Many dealerships currently offer spiffs for cars purchased, but when service advisors send multiple appraisals that go unsold, their interest wanes, and they become less inclined to continue the process. The earning potential from accepted appraisals alone falls short as a motivator. Our recommendation is to offer service advisors a monetary incentive of five or ten dollars per appraisal.
With our user-friendly software, service advisors can effortlessly add an appraisal by scanning the VIN barcode using their phones. This action triggers a notification for the used car manager to appraise the customer’s vehicle. Once the vehicle is appraised, the service advisor is informed and can either present the offer directly to the customer or introduce them to the used car manager or a sales department representative. Our software effectively tracks all appraisals and incentives, providing dealerships with comprehensive data.
To further engage and motivate staff, our software incorporates a leaderboard that gamifies the appraisal process. The used car manager can create contests, bonuses, and additional payout amounts for high-demand vehicles. Priced at only $299 per month, Vehicle Appraisal System offers a cost-effective solution for dealerships.
By implementing our tool, dealerships can significantly enhance service advisors’ motivation and productivity. The clear incentive structure fosters a proactive approach to generating more appraisal requests, ultimately leading to increased car acquisitions for the dealership. The service drive can become a reliable and thriving source of inventory with our innovative solution.
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