Pub. 58 2017-2018 Issue 1

19 FALL 2017 A proper compensation plan must be clearly outlined and communicated to the service drive writer. A typical compensation plan may be structured where the ser- vice drive writer receives $100 per VSC sale, $50 per maintenance program, and $50 per ancillary product sale. By implementing one-price selling, negotiation is eliminated and the customer has a simple “Yes/No” decision to make. Assuming 90% of the customers say, “No,” then 450 of the 500 unique customers drive away without any additional F&I products. With that, there are still 50 customers that say, “Yes,” to one or more options. Thus, both the customer and the service de- partment benefits. The dealers who offer F&I products on the service drive are doing the right thing for their customers, and helping the service department meet or exceed 100% service absorption. A great resource to tap in to on re-presenting F&I products is your dealership’s F&I development com- pany. They can help provide training and processes to the staff so you can strike gold on the service drive!  Demetrios T. Lahiri, BA, BS, MBA, Vice President of Sales DLahiri@AFASinc.com Call today! 800.934.8641 T E C H N I C I A N S S H OWR O OM E M P L O Y E E S O F F I C E S T A F F S E R V I C E WO R K E R S Make your company a stand out! With custom uniforms and services by UniFirst, you can enhance your brand image, motivate employees, and inspire customer confidence. You can also make your dealership shine with our facility service programs that include floorcare, restroom, and other ancillary business products. As a TADA member, you and your team will receive specially negotiated rates and initial order discounts ! So why not experience the UniFirst Difference for yourself? UniFirst—Your TADA Endorsed Uniform Supplier DON BROWN Advertising Sales 813. 423.1429 DBrown@brighthouse. com WORDS.