Attracting Fleet Clients - Effective Strategies for to Your Auto Repair Business [E149]

Chris Cotton Weekly Blitz

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In this podcast episode, Coach Chris Cotton from Auto Fix Auto Shop Coaching shares expertise on managing fleet clients for auto repair shops. He underscores the benefits of fleet clients for consistent work but warns against over-reliance, suggesting fleets should be no more than 20% of business. Cotton advises on finding suitable fleet clients through various methods and preparing for meetings with research and tailored service discussions. He emphasizes building trust, understanding client needs, and balancing fleet with retail customers to ensure a stable and growing business.

• Finding and Managing Fleet Clients (00:00:07) Discussion on the importance of fleet clients and the need to maintain a balance with retail customers.
• Guidelines for Fleet Business Percentage (00:01:08) Advice on the percentage of business that should be dedicated to fleets and the potential risks of overreliance on fleet clients.
• Finding the Right Fleet Clients (00:02:13) Strategies for identifying fleet clients that align with the shop's capabilities and values, and the importance of networking.
• Negotiating with Fleet Clients (00:04:27) Tips for contract negotiation, avoiding underselling, and the potential issues with servicing used car lots.
• Marketing and Referrals for Fleet Clients (00:06:29) Discussion on leveraging fleet clients as marketers and the importance of referrals and employee programs.
• Strategies for Finding Fleet Clients (00:07:39) Insights on using local business research, networking events, referrals, online platforms, direct outreach, and partnerships to find fleet clients.
• Initial Meetings with Fleet Clients (00:10:55) Steps for preparation, presentation, customized solutions, building trust, listening, follow-up, flexibility, negotiation, and reliability assurance.
• Billing, Pricing, and Business Model (00:16:21) Advice on billing, pricing, and ensuring the business model fits the shop's needs and financial stability.
• Summary and Closing (00:18:19) Final thoughts on the importance of strategic decisions, effective management, and continuous learning for success in the auto repair business.

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