BrakingGuide_Internal_A4_12pp_February2023

Upselling

Don’t miss opportunities to increase your branch income and exceed your individual targets Braking products are what are known as ‘just in time’ products. This means they are products garages need there and then because the vehicle tends to be on the ramp. Make sure you exhaust every option when it comes to placing an order for a customer. If they don’t buy from you they are most definitely getting this product from a competitor. Identifying opportunity with customers

There are various ways you can upsell when it comes to braking.

Remember Our biggest upsell opportunity is our warranty. No other manufacturer offers wear and tear. If our products don’t last the warranty period we can replace*

Firstly, when selling brake pads (101) always check if they need brake discs (104), and vice versa.

It is best practice to change both discs and pads at the same time to maintain optimum braking performance.

Don’t forget things that can boost basket value products such as brake cleaner, brake fluid and Ceratec.

In addition to selling brake pads (101), try and add a pad fitting kit (107) to the order.

Know your customers Segment your customer base into specialist and all-makes so you know what products to push depending on which customer you are talking to.

Think about the vehicle type Look at vehicle age when identifying which brand to push. It is likely that a customer with a 15 year old ford fiesta would want a lower priced product (i.e Eicher) than a premium product such as Pagid/Brembo.

If the customer asks why they need a fitting kit, here are a few things you can say: The spring tension of the clips can reduce by as much as 50% if they are not regularly changed. Changing the clips will improve the operation of the brake system • Brake noise (brake pads, shoes and bolts rattle) • Uneven and disproportionate load on the brake pads and shoes, risk of damaging disc/drum • Uneven braking can affect the brake efficiency.

Braking opportunities – big braking challenge (March to May 2023)

What the challenge? Each branch has been set a Braking QPD target for their TSMR workshops. Targets differ based on current braking sales, but also the identified customer opportunities in your area. Customer opportunities

What’s the Reward?​ Each month, every branch that hits their - braking QPD target and their overall branch margin £ target , will receive £333.33 into their Branch Rewards Account – meaning if you hit the target each month – you will have racked up £1,000 for your branch!

Note: Some specific Pagid/Brembo/Bosch brake pad and shoe part numbers will have a fitting kit included in the box, these will be shown in the images on Topcat. A selection of popular applications include the fitting kit, so make sure your customer is comparing like for like against the likes of Delphi and Apec.

Brembo Acquire Premium Opportunity 7,777Customers Terms added to discount Brembo parts to these

Eicher Acquire Value Opportunity 7,600 customers Terms adjusted across a large range of customers offering up to 7.5% off Eicher brakes.

Proud To Fit Growth Opportunity 804 PPTF workshops, who are buying less than the average in braking products – Terms are in place and have been health checked.

Develop Pagid 271 large workshops, who are currently transacting with us but are not buying Pagid.

When selling a brake caliper (133), always ask about the discs and pads. It is the perfect time to change them, so if they were not ordered at the same time from you, there is a good chance they are getting them elsewhere.

Review

customers by up to 10% off Brembo brakes.

Can receive 3% in Aspire points.

• Is our offering closely aligned to the customers’ requirements? If not, work with your manager to create an offering that is more appropriate for your customer • Look over your customers historical spend on braking and the % split between other product groups as well as brands. You can then see where you need to adapt to the customers changing needs • Do you know what your customers are buying from your competitors? If you know this, you have a clear target group – you can target customers when we have promotions on certain brands, if they haven’t ordered from you in a while, you can try and entice them back – they are ordering their products from somewhere make sure it’s us

• Run reports to show where customers haven’t spent on braking over the course of 3 or so months. You can call these customers to find out why they aren’t ordering from you and in turn address any issues they may have and bring them back to us • Use Yell.com/Google in addition to your MIS list to identify possible opportunities for new accounts in general and this in turn will create orders and opportunities to sell. Upselling/ cross selling. • If you have any queries regarding products, look at our Product Manager Directory on ECPedia to find out who to contact.

Concept customers Remember when a customer is signed up to a concept, we should offer them the products that sit within the agreement.

Pagid Proud to Fit Offer Pagid products

Bosch Car Services Offer Bosch products