Are You Ready for a PSSR? (Parts and Service Sales Rep)-Are You Ready for a PSSR? (Parts and Service Sales Rep)

Video Transcription

Video Summary

In this webinar, Bill Mays discusses the importance of Parts and Service Sales Representatives (PSSRs) in increasing parts and service sales for dealerships. He emphasizes that successful PSSR programs require active management and monitoring. Mays shares a success story of a program he worked on with three dealerships, where they focused on 50 key customers to grow parts and service sales. The results showed that sales to these target customers increased by 33% for parts and 12% for service, while sales to non-target customers only increased by 1% for parts and decreased by 21% for service. Mays also presents a return on investment analysis, showing a 64% return in the first year. He discusses the importance of choosing the right candidate for the PSSR position, outlining key characteristics such as technical knowledge, selling skills, organization, and passion. Mays also highlights the need for a structured onboarding process to make new hires feel comfortable and know their responsibilities. He underscores the importance of active leadership and monitoring of the program, and provides a 20-point sales scorecard as a tool to drive sales activities. Mays concludes that with proper management and compensation, a PSSR program can lead to increased parts and service sales and contribute to customer loyalty.

Keywords

webinar

PSSRs

sales representatives

parts sales

service sales

target customers

return on investment

candidate selection

onboarding process

sales scorecard