What metrics should tire dealers track to make their mechanical work more profitable? Bob Fox, owner of J&J Tire Factory in Helena, Mont., answered that question during a presentation at the Tire Factory Inc.’s annual dealer meeting last February. (On May 28, Tire Factory announced it joined Point S, an international network of independent tire and car service dealers; details are on page 12 of this issue of MTD.)
Ask the right questions, in the right way, in the right order, for the right reasons. When betting on horses, the “trifecta” is when someone picks the first three finishers in exact order, which yields a much larger payout. The same payout principle is true when helping customers select tires and service for their vehicles. Asking the right types of questions in the right order will yield the maximum benefit for the customer and the sales associate.