Let’s go back in time for a moment. Visualize 1980, a time when consumer spending was strong, the average cost of gasoline was $1.03 per gallon and a loaf of bread was just $.48. Boy those were the days. Today, however, consumers face the unavoidable realization that living in the twenty-first century, in real simple terms, is just plain expensive! Consumer spending is decreasing and shoppers are becoming more aware of how they can save money long-term, especially when it comes to one of their most expensive personal investments—their vehicles.

To keep pace with more savvy and cost conscious consumers, many dealers are embracing the idea that they can be a leader in the industry and develop new service offerings in their fixed operations that will make a real impact on their bottom line as well as provide a true service to their consumers: maintaining the life expectancy of their vehicles. Dealerships across the country are offering quality vehicle inspections that are helping them create new profit centers, while at the same time helping their customers save money long term, even at the pump. By implementing a quality ‘green inspection’ on every vehicle that comes through the drive, you not only create an opportunity to sell legitimately needed services, but you also help the consumer understand that making a small investment in regular preventative maintenance will prolong the life of their vehicle and have a positive impact on the environment.

Consumers are becoming more aware about how they can make subtle adjustments to their lifestyle that will impact their financial situation and the environment. Take the time to evaluate your current 20-point vehicle inspection process. Highlight and market how inspection items such as motor oil levels, air filters, tire wear, tire pressure, brake maintenance, and unnecessary weight in the vehicles can have impact on their overall gas mileage. Educate your customers that regular preventive maintenance will not only create a safer vehicle on the road, but also have a lasting impact on the longevity of their vehicles. Present your inspection findings in a professional manner that is easy to read and understand. Make a point to highlight the fuel saving items. This creates an opportunity to gain their confidence and help capture any necessary repair items on a routine basis.

To ensure you maximize the true potential of this real profit center, you need to have the ability to monitor the success of the program. Create or implement a reporting system that will provide you a birds-eye view of how many inspections you perform, what the average dollar per RO is per inspection, and how many opportunities you may have missed as a result of not performing a vehicle inspection. In today’s economic climate, you need to work smarter and present real added-value sales opportunities in your service department to encourage and capture the return business. You will find that the more you are willing to educate your customers and look out for their best interest, the more they’ll come back to you.

David Boyle is president and COO of MPi, www.mpifix.com, a leading provider of profitability tools for auto dealer service departments. David has over twenty years of automotive sales, marketing, and management experience with specific expertise in the areas of CRM, e-CRM, and process improvement. He can be reached at This e-mail address is being protected from spambots. You need JavaScript enabled to view it .

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