Just a story:
As I walked in the front door, waving at the owner who was busy
with a customer, I proceeded to the shop and briefly talked to the top
drive-ability guy. He is a
very smart and intelligent tech and we get along extremely well. I asked him if he had some interesting
scope patterns to share and he responded that he had no need for a scope
lately…!
I knew very well that business was slow so that there was no
reason that he ran out of time. I wondered why? What was the reason: not interested to learn something
new? Lag of interest to
explore new ways?
So, our conversation did lead to the new guy in the far bay doing
an oil change. I was told
that he was hired 3 weeks ago and was a graduate of the local skill center.
I walked over, introduced myself and asked him how he liked the
job. He shucked his
shoulders and replied OK.
After prying a little more he confessed “It’s boring”. The routine
was always the same, Oil/Lube/Filter, rotate or fix tires, sweeping floor, etc.
It was lunch time, and I asked him if he ever tested the total
Starting and Charging system in 5 seconds and get 5 times more information than
the VAT-40 with carbon pile sitting in the corner collecting dust?
He stared at me in unbelief and I handed him the Amp- probe and
Voltage leads. I asked him to hook it up to the car he just finished and
showed him how I programmed the scope on the laptop for 5 seconds for single
sweep. I got in the car, started the engine and turn the key off.
I said
(pointed at the scope) “That scope pattern says it all, from Starter to Battery to Alternator and Regulator functions.
He got so exited that I showed him how to store every pattern and promised to
be back next week to interpret Good and Fail. I informed the front office of my
intention.
One week later we explored 18 captures and found 4 minor problems
and one major where the scope identified a voltage drop between alternator
output and battery. I explained the difference between a bad connection at
the battery terminal verses somewhere towards alternator output connection.
This intrigued
management and it opened the door to the next step of making printouts for every customer. This gave me time to develop an informative text on the template leaving room for printing the scope capture of the actual test results in color.
To make a long story short: Within two months, the shop had purchased the B.A.S.Training course
and our trainee became a PRO. He was allowed to explain the failure test results of the
scope analysis to the customer. While it did not produce much additional major
repair work from the test results itself, the printout did increase
more traffic from word of mouth promotion. The whole objective was to
get the word out that this was a technical skilled shop, very concerned about its
customers, by offering this service free of charge.
The ironic part is that we
are so accustomed telling car owners what is wrong with their car, that we seldom mention all the good and positive test results. Therefore to hear that something is in excellent condition is music in their ears,
and the printout (with the shops name on it) becomes something to brag about at the
water cooler.
What did it cost? It takes very little time to hang an
amp-probe and voltage leads on the vehicle since programming is preset for the
entire day. To store the data is performed while the oil is draining. The cost
of a color cartridge and a ream of paper, last at least 2 months for under
$50.00. Considering that a periodic flyer, promoting specials and discounts, is by far more
costly, not only in distribution but also in giving your profit margin
away, this program is a Win-Win alternative.
More details about the training course including promotion material with a custom made heading, can be found on the following web-site: datec.us - then click on Products and
scroll to the bottom of the list.