Attendee Registration Now Open For AAPEX 2014 -

Attendee Registration Now Open For AAPEX 2014

Attendees interested in growing their business should register online now for the 2014 Automotive Aftermarket Products Expo (AAPEX). AAPEX is slated for Tuesday, Nov. 4 through Thursday, Nov. 6, at the Sands Expo Center in Las Vegas, with AAPEXedu sessions starting on Monday, Nov. 3.

Attendees interested in growing their
business should register online now for the 2014 Automotive Aftermarket
Products Expo (AAPEX) at: www.aapexshow.com/register. AAPEX is slated for
Tuesday, Nov. 4 through Thursday, Nov. 6, at the Sands Expo Center in Las
Vegas, with AAPEXedu sessions starting on Monday, Nov. 3.

By registering, attendees will be able
to attend to two global events – AAPEX and the SEMA Show – for one low price.
The online registration fee is $25 (U.S.) through Saturday, Oct. 18. The fee
for AAPEX registration via fax or mail is $50 (U.S.) through Oct. 18, and $75
(U.S.) starting Sunday, Oct. 19 and on-site at the Sands Expo Center.

Attendees will receive their badge and
badge holder in the mail if online registration is done no later than Sept. 17,
for international registration and Oct. 18, 2014, for domestic registration. By
having the AAPEX badge prior to the event, attendees will have everything they
need to walk in and start doing business at AAPEX the minute the exhibit halls
open on Nov. 4.

In addition to registering online,
attendees are reminded to make their hotel accommodations for AAPEX as soon as
possible as some Las Vegas hotels are already sold out. Hotel accommodations
can be made online on the AAPEX website, www.aapexshow.com/housing, using Travel Planners, the only official housing vendor for AAPEX.

The 2014 AAPEX is expected to feature
more than 2,400 exhibitors, 5,000 booths, nearly 40 AAPEXedu sessions and
39,000 targeted buyers. Several programs and conferences will take place during
this year’s event, including the all-new service professionals program, new
remanufacturing sessions and one-on-one meetings, a new recruiting and
retaining employees program and the AVI Technical Training Conference. More
than 130,000 automotive aftermarket professionals from nearly 125 countries are
projected to be in Las Vegas during AAPEX.

For more information, visit www.aapexshow.com.

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Phone Shoppers Made Easy

Although there is no silver bullet that will allow you to bring in every first-time caller, there are a number of things you can do to get more appointments. In this article, I would like to share some of the best practices your advisors can use that will generate immediate results.

By Bob
Cooper of Elite

With
vehicles being built better than ever before, and with service intervals
continually being extended, you are going to see your customers less often.
This means your service advisors are going to have to be razor sharp when the
phone rings. Although there is no silver bullet that will allow you to bring in
every first-time caller, there are a number of things you can do to get more
appointments. In this article, I would like to share some of the best practices
your advisors can use that will generate immediate results.
In order for
someone to buy from you, three things need to occur: They have to like you,
they have to trust you, and they have to view you as a credible expert. So when
your phone rings, the first thing your advisors need to sell is themselves; not
the service or repair. The best way of accomplishing this goal is with a
professional, courteous and upbeat greeting, such as “Thank you for calling
Elite Auto Care, this is Bob. How can I help you this morning?” By using these
words we’re showing appreciation, by volunteering the name of our company we’re
assuring the callers that they’ve called the right number, and by providing our
name we’re beginning to build personal relationships. By asking how we can
help, we’re asking a question that will allow us to control the conversation.
By being upbeat and using the right tonality, our likeability goes up, and the
customer’s anxiety goes down.
The second
thing your advisors will need to do is slow the conversation down so the
callers don’t feel rushed, and they’ll have to become good detectives by asking
a number of questions. By having the callers talk, it will take their focus off
of the price, and it will allow them to begin to feel more comfortable with
your advisors at the same time.
When it comes
to asking for the appointment, one of the best kept secrets I can share with
you is this: With rare exception, your advisors need to offer every caller a
choice of appointment times, and whenever possible, one of those options should
be for them to bring the vehicle in now. For example; “I can squeeze you in
now, or would 2:15 be better for you?”
When it comes to auto repair, customers love finality, which is why
providing the “now” option is a powerful sales tool.
Now here’s
the absolute best-kept secret for dealing with the tough first-time callers.
Every one of your advisors needs to be aware that many “price shoppers” are
asking for price just to start the conversation, and beyond that, with rare
exception, callers don’t know the questions they should be asking. This is why
it’s a good idea to ask your service advisors to write down a list of the
questions that they think an educated caller would ask. Once they have their
lists completed, and committed to memory, then it’s easy for them to respond to
price inquiries with a statement like, “Well Larry, I know price is important
to you, and it should be, but if you call five different shops today, you’ll
more than likely get at least five different prices. Some of the other
questions you might want to ask are how long they’ve been in business, whether
or not they have certified technicians and a drug-free workplace program, and
you might want to have them walk you through their diagnostic processes as
well. You might also want to ask them if they always explore all of the options
that are available to customers when it comes to any recommended repairs, what
kind of warranties they provide, and if those warranties are in writing.”  Ladies and gentlemen, I’ve closed hundreds,
if not thousands of tough first-time “price shoppers” using this technique, so
I know it will work for you.
 If you’re still not quite sold, then consider
this. If you take my recommendations, when those price shoppers start calling
other shops, you know as well as I do that they’ll more than likely ask some of
the questions your advisors suggested to them. Not only will your competitors
be caught off guard and struggle with the answers, but in each case, the
callers will be thinking of your advisors. This is when they’ll not only realize
how well your advisors handled the call, but they’ll trust your advisors, and
you bet; they’ll now view them as credible experts as well.
For help permanently
increasing your service advisors’ sales and CSI scores, learn more about the Elite Masters Service Advisor Training
Program.

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