Tool makes £1.6m
May 18th, 2009 by Richard Aucock
UPSELL to customers using a car dealer tool has resulted in £1.6m in extra work for retailers.
The FGA Datapen is used by 90 car dealers across the country.
It identifies extra work that can be carried out during a service. A 55 percent conversion rate from customers is the claimed conversion rate.
Such work is often missed during routine servicing. The Datapen find it by recording information fast, and quickly flagging up areas for extra revenue.
This convenience is key, says FGA boss Tim McGing. ‘In a workshop, a PC with a mouse and keyboard, or even a PDA, is not the ideal means of recording information.
‘The digital pen is much more natural and easy-to-use and, because of this, technicians are happier using it – and, crucially, more likely to complete the checks in the first place.’
Staff can quickly fill in point by point checklists. Upsell areas are identified, from wear items like tyres to major mechanical issues.
It means car dealers can maximise aftersales revenue during the recession.
‘In the recessionary environment of the last 12 months, this upsell revenue is proving extremely useful for dealers.
They are frequently relying on maximising profitability in their aftersales departments to keep them in business.’
Any experience yourself of using the Datapen? If so, let us know…
Tags: aftersales
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May 18th, 2009 at 9:05 am
I nave no experiance of the Datapen but we have had similar feedback from our customers using a bespoke visual health check built into our Evolution DMS.
For the 5-10 minutes it takes to do the checks it pay dividends when the upsell is done at point of service. For anything in the future Evolution DMS sends out a reminder via SMS or e-mail automatically a set ammoutn of time before the work should be done.
Anyone not using this kind of system is throwing money into the wind.
Jon Skinner
Gemini Systems
jon@gemini-systems.co.uk