Paying attention to details may not sound like a game-changing philosophy for driving revenue growth at dealership collision shops. But doing the little things right is yielding big results at two collision centers run by Craig Zinn Automotive Group in Florida and one operated by Home Motors Chevrolet in California.
At Zinn's Lexus of Pembroke Pines and Lexus of North Miami dealerships, new processes helped cut repair cycle times by slightly more than 21 percent, from 14 days to 11. Moreover, revenue in the first full year of using the new protocols — February 2019 to February 2020 — jumped about 9 percent. Revenue now averages around $1.7 million a month between the two stores, says Brian Martin, director of auto collision at Zinn.
At Home Motors, owned by Tim Ritchie and Mike McNulty and based in Santa Maria, about 160 miles northwest of Los Angeles, a new playbook reduced the "keys-to-keys" repair cycle times by half. It also produced about a 150 percent increase in average repair orders per month, from about 30 to around 75, says Nick Paulicano, collision center manager.