Independents are being presented with sales opportunities according to research by BTC.
The automotive training and consultancy firm found dealerships miss out on 57% of warning light work at an average of £35.45 revenue per job. The sample of 1,000 franchised dealerships showed red or amber warnings during the electronic vehicle health check were often ignored.
Data from over 1 million vehicle checks during the first half of this year was analysed, finding £89 million worth of missed work where cars registered an amber warning. Urgent red warning light work was just below 10% of this level. With just 17% of work converted, a large amount will filter down into the independent aftermarket sector.
Guy Allman, Chief Executive at BTC, said: “Dealerships are letting sales slip away. We regularly see advisers struggling to sell red items because they have insufficient knowledge. A technician who understands a red item will be able to better communicate the risk to the customer and convince them.
“Amber items should not be ignored as a sales opportunity. Identifying items with impending repair work is the most effective way to build a relationship over time. They will understand the value of having the work done at the time or are more likely to return when the repair work becomes more urgent.”