Change the culture to sell more service

06 October 2012

Ten years ago, retailers could break even without a single car sale, but that is no longer the case. The latest profitability statistics from ASE show that overhead absorption rates now stand at just over 60% (see page two). That is down from benchmarks of, first, 100% a decade ago, and then 80% during the…

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Tags: aftersales absorption, culture change, selling service

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