self service strategies to improve your bottom line · self service strategies to improve your...
TRANSCRIPT
SELF SERVICE STRATEGIES
TO IMPROVE YOUR BOTTOM LINE
Presented by:
MICHAEL PIERSON and THOMAS ANDRADE
Self Service Strategies
“Front End Systems”
(or Sales Out The Front Door)
Yard management systems
Extended warranties
Admission fees
Free services
Fluids
Customer loyalty
Yard Management System
Crush
Pinnacle
Checkmate
Hollander
Row 52
Self Service Kiosk
Extended Warranties
Part warranties
Labor warranties
Customer Flow/Traffic
Gate Entry
Admission Fees
Insurance Waiver signatures
Cashier/Check Out
Free / Fee Services
Wheel barrows
Jacks
Jack stands
Vehicle lifts
Engine Pullers
Impulse Product Sales
Antifreeze
Washer fluid
Tools
Concessions
Fluids
Commercial Customers
Fluids used to be expense, now revenue
Oil
Antifreeze
Gasoline
Customer Loyalty Program
Membership Program
Reward or Rebate Program
Gift Card Program
Build Company Brand Loyalty
Marketing/Advertising
Marketing/Advertising LONG FORMAT 30 MIN
“AUTO AFTERLIFE”
Pull N Save Creative 01-02
Marketing/Advertising LONG FORMAT 30 MIN
“Arizona’s Recyclers”
Pull N Save Creative 03
Marketing/Advertising STANDARD FORMAT 30 SEC
“Mrs. Savings”
Pull N Save Creative 04-05
Marketing/Advertising STANDARD FORMAT 30 SEC
“Pull N Save Radio Jingle”
SPANISH
Pull N Save Creative 06
Marketing/Advertising EVENT PROMOTIONS
“VOLKSTOCK”
Marketing/Advertising EVENT PROMOTIONS
“VOLKSTOCK”
Pull N Save Event Self Service Yard
Marketing/Advertising EVENT PROMOTIONS
“VOLKSTOCK”
Event Branding and Stage Mentions
Marketing/Advertising EVENT PROMOTIONS
“VOLKSTOCK”
Inter-organizational co/op
Marketing/Advertising EVENT PROMOTIONS
“VOLKSTOCK”
Street Team Flyer and Coupon Distribution
Marketing/Advertising EVENT PROMOTIONS
“VOLKSTOCK”
Media Buy and Creative- English Radio
Pull N Save Creative 07
Marketing/Advertising EVENT PROMOTIONS
“Concert Spot”
Media Buy and Creative- English Radio
Pull N Save Creative 08
Marketing/Advertising EVENT PROMOTIONS
“VOLKSTOCK/MEDIA BUY”
Media Buy and Creative- SpanishTV
Pull N Save Creative 09
Information Gathering
Information = $$$
Current Commodity Pricing
Insure you are not being taken advantage of
Information Gathering
Business Contacts
Owners Groups
Competing Mills / Vendors
American Metal Market
Recycling Today
Kitco
Precious Metals Forecaster
Information Gathering
Automotive Recycling Associations:
ARA
State Associations
ISRI:
Local & National
Scrap Vehicles
Multiple relationships with mills
Leverage mills against each other
Seldom find solid single relationship
Scrap Vehicles
Larger scrap stock pile = negotiating
power
Stock pile – must have land & funding
Monitor the markets closely
Scrap Vehicles
Coastal yards supply export market
Inland yards supply domestic market
Yards close to coast can supply both
markets
Transportation can be a barrier
Scrap Vehicles
Flats locally hauled in sided trailers
Flats hauled long distance are loaded on
straight trailers on an empty back haul
Getting enough long distance trucks
becomes a problem
Scrap Vehicles
Equipment can help you reach extended
markets
Balers are a good option
Bales can be loaded on rail to reach
extended markets
Scrap Vehicles
Access to rail
Rail cars = 4.5 flat loads
Rail freight rates are cheaper than flats
Lease or purchase rail cars
Catalytic Converters
Traditional Cat Sales
Sold to core buyers & gypsy’s
Sold by the piece within categories
Categories paid on averages
Shell game within categories
Catalytic Converters
Alternative Selling Option:
Hold material & sell in bulk
4,000 pieces full trailer load
Sell on material assay
Catalytic Converters
Sell in bulk to refiner or processor
Analyze / hedge the market
Pay attention to assay reports
Maximize return on YOUR material
$$$ left on the table selling by piece
Catalytic Converters
Downsides:
Market crashes
Cash flow
Do not sell as often
30 day payment terms
Storage space
Theft – internal & external
Harvesting Material
Motor blocks
Prepared #1
Unprepared #1
Aluminum wheels
Steel wheels
Radiators & condensers
Wiring harness
Harvesting Material
Heavy equipment uses
Baler – gas tanks / radiators
Loader attachments – remove motors
Excavators – motors, wiring harness,
prepared & unprepared #1
Export Parts Markets for export parts
Engines / transmission
Rear ends
Suspensions
Cabs & clips
Tires
Foreign & Domestic
Export Parts
Active Countries Purchasing
China
Dominican Republic
Egypt
Nigeria
Venezuela
Export Parts
Deal with experienced exporters
Properly load containers
Minimize environmental exposures
Containers paid in full before loading or
leaving
Summary
Self service strategies
Yard management systems
Loyalty program
Marketing
Information gathering
Know the markets
Relationships
Price negotiating
Harvest all materials
Questions?
THANK YOU FOR ATTENDING! ARA 70th Annual Convention & Exposition
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