Mazda dealers across the country are beginning to enjoy the benefits of Mazda Professional Selling Skills (MPSS) for fixed operations. After just a few months of this initiative, which began nationally in March, many dealerships have reported record months in service sales following the implementations provided by Auto University consultants.

But for North Park Mazda in San Antonio, Texas, things were a little different. They didn’t wait for the consultant to arrive to begin implementing what they learned during the two day workshop. Instead, their management took it upon themselves to start using what they learned immediately. "We grabbed the bull by the horns after the training", said Dusty Clayton, Vice President of Fixed Operations for Kahlig Enterprises. "Our team started feeding off each other and everyone is getting more excited every day."

"The program and results so far are better than I’d hoped for", said Clayton. "I’ve been looking a couple of years for something like this. I’ve been to a lot of other training, including (name withheld) one of the largest and best known service training companies, but there was always something lacking until now."

So once North Park Mazda began to implement what they had learned at the workshop, Dusty was sold on the process. "The very first customer we saw after the training was greeted by one of our (less successful) advisors. But he took a simple oil change and turned it into a front end alignment and a 30k major service using the (MPSS) process."

Another advisor - utilizing the Auto University walk-around – was able to identify several major opportunities which resulted in a $4800.00 customer pay repair order. And that’s just the beginning. Mr. Clayton plans on implementing these processes at other Kahlig facilities*, and he can’t wait for his Auto University Consultant to come in dealership for the consultation part of the program. "This is great. After just one week I’m very happy. Our consultant is fantastic and we can’t wait for him to get back down here to show us more. The entire program has exceeded my expectations."

When asked what he would tell other dealers who were considering whether or not to invest in the MPSS program, Clayton simply said, "It’s a no brainer!"

*Dusty Clayton also oversee’s Fixed Operations for Kahlig’s other dealerships including North Park Ford, Lincoln Mercury, Lexus and their Bluebonnet dealerships that include a Jeep franchise.

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