Are You Ready For This?

Are You Ready For This?

This is all really great stuff and it is aimed at one thing — our safety.

Earlier this month, I had the opportunity to attend the Collision Industry Conference in Phoenix. This is a collision repair-focused meeting and not something I normally would write about here in Counterman. This, however, is one of those rare instances when the sister markets share something in common and I need to share the information across the industry. I do not think that any one of these topics below will shock you. In fact, many of you will have heard of some of these things before as I have. I had actually at one time or another heard of all of these.

What I had not done was consider them in their totality. Add to it some are mandated and you have a lot to chew on. So let’s get started:

The first thing I learned was that stability control has been mandated on U.S. passenger cars for the 2012 models. While I remember when the government started the phase-in, I did not remember that all cars produced for the U.S. market were required to have ESC now. ESC is a great innovation and has been around on premium vehicles for a long time. For those who don’t know, it is an advanced vehicle system that utilizes the ABS system in conjunction with directional sensors to ensure a vehicle is heading in the direction that the wheels are turned toward.

The CIC Technical Committee delivered an excellent presentation on other safety/crash avoidance technologies that are available today and on the horizon. I will give you a brief list below to make my point:

•TPMS: pretty straightforward and already on most cars;

•HAC & HDC: Hill ascent and hill descent control; pretty easy to figure out what these do, but both run through the ESC components to operate;

•Blind spot warning: this alerts drivers when there is someone in the vehicle’s blind spot;

•Lane departure warning: this system alerts drivers when they are attempting to leave the lane they are traveling in; and

•Adaptive headlights: These headlights actually follow the direction the steering wheel is pointed in.

This is all really great stuff and it is aimed at one thing — our safety. There are also convenience options that can make all of our driving experiences more fun and even exciting. Remember, these are here today or coming very soon.

While all of these features are arguably very important, the concern is, are we ready to fix them? Do we have the diagnostic equipment to troubleshoot these complex interdependent systems? What about the training to diagnose these options? Not to mention the complexity of making the parts and having the right parts.

We in the aftermarket need to be aware of these features and do what we need to do to be ready to service them. Many of these systems have parts that need to be programmed before they can be used on a vehicle. When you sell that new window switch to the Camry customer, you better know to tell them that in order for it to work, it has to be identified by the vehicle’s onboard system. Otherwise, it’s coming back and so is the unhappy customer.

Change is good and in this case positive, but we need to plan now for all that it includes.

See you in the other lane if my car will let me go there.

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Customer service should be your number one priority, and it all starts with the greeting.

This is always an important topic to discuss, because I consider excellent customer service one of the most important tools you can have to earn trust, respect and repeat business from the customers that come through your door. Whether that customer is do-it-yourselfer from across town or the professional repair shop across the street, your business depends on a solid relationship.It’s a subject that I am passionate about, and it’s one that many people are losing touch with. Whether you are communicating to someone in person, on the phone or using some type of social media, good customer service and bad can both exist. You can’t afford the latter, so this is the first in a series of topics which can and should be shared from the front of the shop to the back. No matter which role you hold, you represent the shop and yourself. Customer service should be your number one priority.First on the list is the greeting. From the second a customer walks in the door, they need to know you appreciate them coming in and how important they are to your business. First impressions are everything and here’s the correct way to do it each and every time: look them directly in the eye, smile and say hello!Of course, you can say “Good morning” or “Welcome to Joe’s Autocare,” but it should be a formal greeting and the most important thing is that you have smiled, looked them in the eye and recognized that they have walked through the door.You should always retain a formal greeting until you are on a first-name basis with a customer. Only once you have established that level of relationship is it OK to use the less formal greeting of “Hi,” followed by the person’s name.This greeting does more than just indicate respect and appreciation for someone walking through the door. Most likely there are customers both new and old who are in earshot of your conversation. For newer customers, this continues to build rapport and reinforce their positive view of your shop; they see that you demonstrate respect and treat everyone in the same manner. For repeat customers, even ones that have been coming for years, the greeting is important because the way you treat them is the reason they continue to come.And when a long-time customer comes in and you greet them with “Hi [First Name],” this indicates your appreciation for them and that you’re glad to see them as a person, more than just a customer. New customers that witness this will see that your repeat customers are comfortable enough to be on a first-name basis, another indication of the trust they have in you.

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