STEP 3: MAKE THE MOST OF EVERY OPPORTUNITY (ADVANCED OPTION)
If you want to go one step further to help you add more dollars to your bottom line…
HOW TO TURN REGO INSPECTIONS AND BREAKDOWNS INTO GOOD PROFIT
If you’re a mobile mechanic, the truth is most people believe you’re a 24/7 breakdown service. You know that’s not true. We know that’s not true. But most people go to a workshop for regular car maintenance and only think to use a mobile mechanic when they’re stuck.
There’s a lot we can do to dispel this. However rather than turning all these jobs down, there is a way you can take advantage of this and make it work for you.
Blue Toro’s mechanics are heavily booked and are top income earners. Part of this success is taking opportunity as it presents itself and having a flexible schedule that allows us to do this. While we don’t promote breakdowns and registrations, we do get the calls – just like you. The difference is we work out where the opportunity is.
What does this mean?
Breakdowns: Many breakdowns are high paying, low labour jobs. So great profit. Alternators, fan belts, batteries are all quick high profit jobs. If you schedule your day right, you can fit more of these in.
Rego inspections: Yes, we know mobile mechanics cannot do these directly themselves in most states. However, you can still turn this into an opportunity. Workshops make their money from rego inspections based on the work that’s required on the vehicle – you know that. During the inspection, on most occasions the car also needs a service, maybe tyres and other repairs. If a workshop can do this – why can’t you?
Registration renewals (pink slips in some states): Why not offer this as part of a service? Most cars requiring a pink slip also need a service. Do the service and take the car to a partner workshop to organise the registration.
New registrations (blue slips in some states): Why not offer a ‘registration ready’ service? More than 90% of vehicles requiring a new registration or technical inspection, also need work done. Workshops that offer this service make a lot of their money this way – why shouldn’t that be you? Simply offer the customer a convenient service to get their vehicle ready for registration. And then refer them to a compliant partner workshop. This way you’ve made the money, the customer is happy, plus an opportunity for a loyal repeat customer.
The type of work customers request is heavily dependent on the market. When times are great most people are happy to follow their service schedule. When the economy is uncertain, many people delay servicing which results in more repair work.
If you’re in a holiday area you can expect more breakdowns and urgent repairs during holiday time.
The best example we’ve seen is when NSW and VIC emerged from extended lockdowns. Millions of people were stuck at home for months. This not only meant less driving. It also meant services and registrations were missed.
As soon as lockdown ended, we saw a huge spike in registration inspections and breakdowns. We could have said no to all. However, a good business owner will also be flexible and react to what the market requires at the time. This is when we came up with our ‘registration packages’.
Learning to meet the need of the market is more important than sticking to what you’ve always done. Otherwise, customers will find someone else who can help. This is no different to any other industry.
THE REAL BENEFIT
The real benefit is not the extra money you just made. Though that’s nice. The real benefit is the potential long term repeat customer you have just made. The real opportunity here is to turn this customer into a repeat customer. That 1 breakdown (that you always said you’re too busy to do) – has now just turned into a customer worth thousands over the coming years. They may even run a business with a small fleet of vehicles.
- Partner with a workshop who can do registration inspections for you.
- We believe this is a large ‘untapped’ area and have soooo many more tips we can provide. Reach out via Blue Torque or [email protected] if you have specific questions. We can always arrange a 1-1 coaching session with our Chief Mechanic!