Author: Jeff Cowan

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Dealership Training Express Service Training Recruiting

How to Recruit and Retain Great Service Advisors in a Competitive Market

The talent shortage in fixed operations isn't new — but it's getting harder to ignore.…

Jeff CowanFebruary 27, 2026

BDC Dealership Training Express Service Training Fixed Operation Sales Advisor Training Service Advisor Training Tips & Tricks

How to Sell Maintenance to Customers Who “Just Want an Oil Change”

The oil change customer is the most common customer on the service drive — and…

Jeff CowanFebruary 3, 2026

Service Advisor Training Tips & Tricks

How to Set and Hit a Personal Sales Goal as a Service Advisor

Most service advisors have a vague sense of what they want to earn. Far fewer…

Jeff CowanJanuary 23, 2026

BDC Express Service Training Fixed Operation Service Advisor Training Tips & Tricks

How to Use Text and Digital Communication to Improve the Service Experience

The phone call that goes to voicemail. The customer who doesn't check their email until…

Jeff CowanJanuary 9, 2026

Fixed Operation Sales Advisor Training Tips & Tricks

The Right Way to Greet a Customer on the Service Drive

Most advisors think the sale happens when they present the estimate. It doesn't. It happens…

Jeff CowanDecember 29, 2025

BDC Dealership Training Express Service Training Sales Advisor Training Service Advisor Training Tips & Tricks

What Your CSI Score Is Really Telling You (And What to Do About It)

Most service advisors check their CSI score the same way they check the weather —…

Jeff CowanDecember 12, 2025

Dealership Training Express Service Training Fixed Operation Tips & Tricks

Why Your Service Department Is Losing Customers to Independent Shops (And How to Win Them Back)

Every dealership service department loses customers to independent shops. Some lose a handful. Some lose…

Jeff CowanNovember 24, 2025

Fixed Operation Sales Advisor Training Service Advisor Training Tips & Tricks

How Service Managers Can Coach Advisors Without Micromanaging

There's a fine line between holding your team accountable and making them feel like they're…

Jeff CowanNovember 11, 2025

Bent nails. Making mistakes and correcting them

Sales Advisor Training Service Advisor Training Tips & Tricks

The 5 Biggest Mistakes New Service Advisors Make (And How to Fix Them Fast)

The service drive is one of the most demanding — and rewarding — roles in…

Jeff CowanOctober 27, 2025

Sales: Getting to "yes". Overcoming objections

Fixed Operation Sales Advisor Training Service Advisor Training Tips & Tricks

How to Handle the “I Need to Think About It” Objection Without Losing the Sale

Every service advisor has heard it. The vehicle inspection is done, the estimate is presented,…

Jeff CowanOctober 14, 2025

Learn to Take Advantage of Your Opportunities

Jeff Cowan