In this vAuto podcast, Mike O’Toole, used vehicle director at Mohawk Honda, and vAuto’s Patrick Janes go in depth on the best practices and process steps that help Mohawk acquire and sell nearly 40 vehicles a month from their service drive. O’Toole shares how he and his team have evolved the service lane acquisition effort from a clipboard-based, one-off approach to a process where nearly every service customer gets an offer. Get guidance to help you shift from a hard-sell to “soft touch” approach to set the right tone with customers with vehicles you want to acquire; scale service lane acquisitions by using AI and automated tools to drive efficiency; develop a follow-up process that ensures you capture/close the majority of customers who need time to consider your offer and a potential next purchase; and establish process/performance expectations based on Mohawk’s benchmarks.

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