Federated Adds Vendor Expo To National Membership Meeting -

Federated Adds Vendor Expo To National Membership Meeting

The annual Federated Auto Parts national membership meeting will be held April 24-27 at the Caribe Royale Hotel and Convention Center in Orlando, Fla. and will feature a new venue, the Federated Vendor Expo, allowing Federated members and manufacturing partners additional opportunity to interact.

The annual Federated Auto Parts national membership meeting will be held April 24-27 at the Caribe Royale Hotel and Convention Center in Orlando, Fla. and will feature a new venue, the Federated Vendor Expo, allowing Federated members and manufacturing partners additional opportunity to interact.  

“The goal of every annual meeting is to create an efficient environment for members and suppliers to meet and communicate,” said Rusty Bishop, CEO of Federated Auto Parts. “As our membership expands and we add more suppliers, the Federated Vendor Expo is the ideal addition to the scheduled meetings and social events that have historically made up our national meeting. The booth environment of the Vendor Expo provides our members with more access to more supplier partners for shorter, less formal meetings.”   

In addition to the new Federated Vendor Expo, Federated members will attend meetings on a variety of topics including technology, employee health care, inventory management and marketing as well as receive updates from select manufacturers on their latest product offerings. Several new suppliers will be provided an opportunity to make presentations to the membership, and meetings will be held with various Federated councils such as Co-man, Technology and the Board of Governors. 

On April 25, Federated will host its annual awards dinner to honor Federated members, vendors and technicians with such prestigious awards as Outstanding Vendor of the Year, the Art Fisher Memorial Membership Award and the inaugural Federated Shop of the Year presentation.

“Every year, our members take full advantage of our national meeting to meet as a group and discuss the issues that are important for their individual businesses and for Federated as a whole,” continued Bishop. “This year, the addition of the Federated Vendor Expo will provide members with more opportunity to learn about suppliers’ plans and initiatives for the coming year. That increased awareness and communication will be helpful to forge stronger bonds and grow our collective businesses.”

For more information, visit www.federatedautoparts.com.

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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.

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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
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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
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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
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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
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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
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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.
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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.
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