For those of you out there that have dealership accounts, how did you go about acquiring them? What was your pitch, did you offer them a contract? A free demonstration? What do you recommend when pitching to dealerships?
Answer - I was lucky enough to build relationships outside of business first, then be able to talk to dealership owners face to face. My pitch was that they are losing money by swirling up their cars. They pay people to fix the swirls in the back (cough), then paying people to add swirls while the cars are on the lot. No demonstration was needed, I offered them half price on 2 or 3 cars, they decided to have me do 30 cars on the first day. When pitching to dealerships, make it about the money. While only some will care about the car's finish, they all talk dollars. Find your own pitch, and be passionate. Confidence plus knowledge.
I don't particularly like dealership work, but am looking to add some "evening" work to my regular detailing schedule just to bring in some additional revenue.
Dealer work is there month in and month out, the cars are there all day. I have not worked at night, but I have had dealerships agree that I could service the cars at night. This is a big deal when washing in the Texas summer heat.
Most local dealer work is done by people that have no experience in paint correction. I regularly see cars that are freshly "detailed" and completely covered in swirls. If I did just a simple 1 step with an AIO it would blow the current work away, so the market is ripe for some above average work.
I personally wouldn't go an All in One for a buff, but we are attacking different sectors. My wash is a real quick wash, with ONR. Plus I put opti seal and IDGE, and OCW. Easy, quick, in and out. For my details, I would only do exteriors for dealers, and I would do higher quality exteriors on expensive cars. I can teach others to wash cars, and do an "okay" job. Leave the artistic finesse work for me. I want to put myself in the position for the most profitable work.
Just for clarification.. I am not looking to reinvent the wheel here or "show them what great detailing can be". I know and understand the ins and outs of dealership work, as I worked at a dealership for several years. I'm simply wanting to pick up some extra revenue.
NONONONO, reinvent things. Because these guys are in the stone age. Most will know EVERYTHING about the car business, yet nothing about what you do. Example: the corvette guy in town tries to sell 65k corvettes and porsches with swirls all over them. When I told him that I could make him more money, by selling cars that are gorgeous, he just commented on how he was a great salesman. The truth is, you can't fix bad attitudes. Just do your thing. If lucky, you will run into a dealer who admits that he knows little about car detailing. If this person also has an open mind, you can do business with them.
Communication is the biggest thing. If you can't talk to the dealer, and that dealer can't respect you.... you have no reason to be there.
I have been insulted by dealers more times than I can count.
Also, many detailers will not see this type of business as a profitable encounter.
That is only because of their closed mind.
With this type of business, I will be sitting at home earning while others do the work for me.
Can you make a dummy proof system that is profitable? That is the system to pitch to the dealerships.
Also, don't be scared of the big boys in town.
YES, many of them have contracts that they can't get out. Just feel sorry for them.
The others have been praying for a person toe in and make them tons more money.
Just decide to be that person for them.
