Spring Into Action – Setting the Culture for a Profitable Planned Maintenance Season!
Written by: Suzanne Wedeven
A well-prepared team is the backbone of any successful operation. Our coaching ensures your staff can handle seasonal challenges with confidence and expertise. Let’s make this your most profitable spring yet!
Your customer is HAPPY to see you for Planned Maintenance, as they are not in crisis mode! It’s time to show them how your company shines and HEAR what your customer has to say. Remember these calls: follow our Service Call Cycle and your Planned Maintenance Customer Checklist.
Tech Mind Set: A valued Tech is NOT a parts changer. A parts changer replaces parts only when there is a complete failure. This is bad for the company and bad for the customer. A skilled, valued Tech will think more like an Aircraft Mechanic. He will look for abnormal wear and address issues before they result in a complete failure. This Tech will sell legitimate repair work when the parts changer won’t. A skilled tech will diagnose the system based on its RELIABILITY as a whole. Your Planned Maintenance is not just a clean and check. The skilled Tech will put himself in an Advisor Role – What is and What is to come with the System’s mechanical, safety, and performance.
What is most important to the customer for this visit:
- Safety Concerns (80-90%)
- Failure Prevention (50 -75%)
- Efficiency and Life Expansion (30-50%)
Add-ons which focus on the RELIABILITY of the System:
Efficiency Add-ons: The ability to achieve an end goal with little to no waste, effort, or energy. Being efficient means you can achieve your results by utilizing the resources available. Put simply, something is efficient if nothing is wasted, and all processes are optimized.
Failure Prevention Add-ons: Failure investigations help your customer prevent future breakdowns and extend component service life. Be sure to determine the causes of the lack of performance. Identify design and operating deficiencies.
Life Expansion Add-ons: The term life expansion can be defined as the concept of extending the life expectancy of the unit beyond generally, settled industry standards.
Do I still have your attention — Check out our average coaching member’s numbers:
Tech’s Service Call Volume 2.5 Service Calls Per Day
1 PM sale from the 2.5 Service Calls Per Day
$129. 00 (average cost for a Planned Maintenance Option)
1 PM Sale x 5 Days in a Week = 5 x 46 weeks in the year = 230 PM Sales.
230 PM Sales x $129.00 = $29,670 per truck per year.
Office Staff OR Install Techs – via Happy Calls – a second chance to offer to your customer:
2 to 3 Installs per Week
$129. 00 (average cost for a Planned Maintenance Option)
1 PM Sale on a Completed Install/Happy Call = 1 x 52 weeks in the year =
52 PM Sales. 52 PM Sales x $129.00 = $6,708.
Potential Gained Yearly Income: $36,378
AND….Planned Maintenance Agreements produce around 50% more income per call. There is a relationship/trust here. On average $650 per call.
If you want to increase your efficiency and profitability for 2025, we’re the partner to help you do it. Just click the link below to book a consultation.