Leverage Your DVI and Drive More Revenue – Craig O’Neill [RR 794]
Did you know the data portion of Digital Vehicle Inspections is the least important piece of the process? It’s about communication with the customer and using DVI as a tool to drive revenue.
Craig O’Neill, VP of Training, Autotextme.com. Listen to Craig’s previous episodes HERE
Key Talking Points
- DVI is a data collection tool- ‘digital’ is the mode, and the data is the least important piece; it’s about the customers that are driving the car that is the most important part. What is their use of the vehicle?
- What is your communication training for advisors? Level 1 is basic customer information, Level 2 is transactional data about the vehicle, Level 3 is relationship building with listening and asking open-ended questions.
- Failure- processes and procedures, top-down support, data
- DVI as a part of your CRM (Client Relations Management)- CRM has three main components, orientation, information (subject to availability, quality, depth … this is where DVI’s are in this format, and configuration (structures incentives and controls)
- Performing inspections is NOT what drives more revenue.
- 300% rule- 100% of vehicles get inspected, 100% of the findings get estimated, 100% of estimated items get presented to the customer
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About the author, Carm Capriotto, AAP
Carm is the founder and host of the Remarkable Results Radio Podcast and the pioneer of automotive aftermarket podcasts. Carm calls on his years of experience in the aftermarket to bring engaging stories from his guests.
Listen to raw, unfiltered, honest, and sincere stories that include insights, trends, best practices, and expertise. Each interview brings an opportunity to learn one new thing through the stories of personal achievement. Many podcast guests tell their story of transformation from working in their business to working on it.
As host of over 1,000 episodes, Carm uses his enthusiasm and passion for the aftermarket especially the service sector to take his listeners on a journey showcasing successful service professionals’ paths to Remarkable Results. He also enjoys interviews with aftermarket industry thought leaders who bring their industry perspectives to his listener.
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