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Automotive management consulting services across the United States offered by MCS, a Gary Simmons Company. On-site training, automotive management systems, support services and more. Call us today at 800-598-5100
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With over 30 years of experience in the automotive industry, Mr. Gary Simmons formed MCS in
1982 to provide automotive management systems, support services and pragmatic consultations
to car dealerships in the western US.
With an unparalleled reputation, great vision and dedication, MCS has a proven track-record of
helping over 800 dealerships in 37 states. Partnering with the most experienced people in the
automotive sales and training business today, MCS foundation is based on creating a unique
long-lasting solution per client that can evolve and generate extraordinary results as time
progresses.
A trade secret has been that MCS associates have become involved with a dealership after the
standard-type-of-consultant has "blown through the place". On-site training combined with the
latest technological tools that can be used every day by dealership management, sales and service
staff; ensure a personal touch and the expected accomplishment on proven results.
Contact us directly via email at [email protected]
Virtual Selling & Training Solutions
MCS Virtual Selling Solutions are a technology tool that enhance the sales process, and are fully
compatible with any sales force, and sales message.
We provide auto dealers with the following assistance:
Talking
Quick-loading
Sales and training presentations
Delivered over the Internet, or locally from a computer
Implementation Programs
MCS associates dedicate the needed time to train and fully explain and detail the benefits of
embracing a proven technological solution that enhances the following:
Dramatically improve profit
Speed up any process
Improve customer satisfaction
The proven effectiveness and efficiency of MCS Virtual Selling and Training Solutions are well
documented and spreading across more areas of auto dealerships, general commerce and
industry.
Our core software technology for the automotive industry was developed by the originators of
the first 'talking' sales presentation programs for auto dealers in 1995 and it has a time-tested
heritage that has continued to evolve and improve.
Virtual Selling Solutions: Maximize Profit
Present the same accurate information to every customer.
Customized to present what needs to be said every time.
Presents your information faster with a higher degree of credibility
Positive results every day.
MCS Virtual Presentations are an excellent tool to develop and define the customer’s needs.
Furthermore, depending on the facts, the tool introduces 'the solution' to the customer’s needs
and places your sales representative in an excellent position to discuss how your product or
service, meets the customer’s specific needs.
Virtual Training Solutions: Maximize Learning
Ensures that all important material is covered
Customized to your achievable goals
Dramatically reduces training costs and time
Useful tool for the experienced and new employees
MCS Virtual Training Solutions guides your staff and management to focus on training areas
that require their expertise, and not get bogged down in the straightforward, repetitive
information that typically represents 60-80% of any training program.
Contact us directly via email at [email protected]
The Basics in the Service Drive
Treating every customer repair order as an opportunity is the fundamental way to maximize a
sale and improve the service department profit.
There are three potential areas that need to be fully understood to accomplish this:
Captive Sale Approach
The customer brings the vehicle to the service department for a reason and feels that professional
attention is needed. This is known as the natural sale.
Service Advisors Point of Sale
This is the most difficult sale to be accomplished. The service advisor has to demonstrate
knowledge and present preventative maintenance service based on vehicle mileage and customer
service history.
Few service advisors have the skills or training to inform and educate a customer on additional
recommended services and present a solution that can be managed and handled in the service
department. Too often they rely solely on the technicians to find items during their inspections,
and even then may feel nervous about a presentation to the customer.
The success to the service drive point-of-sale is at the walkaround. Observations made by the
service advisor lead to additional recommend service or repairs that would otherwise slip by.
Presented properly, the service advisors sale can be a lot easier than it's perceived to be.
Technicians Maintenance Inspection Sale
This sale is based on the proper visual inspection of all vehicles by the technician, with
recommendations to the service advisor. The best service managers ensure that there is
accountability for both technicians and service advisors, to maximize results from this important
area.
The Solution
MCS helps dealerships maximize results from all three areas of sales potential by:
Reviewing the fundamentals in a classroom environment
Working with the service manager and advisors, live in the service drive with real
customers
Supplying and using virtual, talking sales presentation programs specifically designed for
the service drive
This combination of methods ensures that service advisors are educated, encouraged and
motivated to make a proper presentation to every customer every time.
Contact us directly via email at [email protected]
Virtual Service Drive
Customer Paid Labor is the Cornerstone of Profitability
A dealership that sells 100 vehicles a month usually has 5 times that number of customers come
through the service department every month. Typically a high percentage of customers that bring
their vehicles to the service department of a dealership do it for one of these reasons:
Warranty repair work Routine maintenance Major repair work, outside of warranty
Ensuring that each one of these customers is presented with the manufacturer's minimum
suggested maintenance, as well the recommended maintenance needed due to local conditions, is
the cornerstone of increasing customer paid labor and profitability in a service department.
Customer Benefits
Improves the value and reliability of their vehicle Reduces unexpected repair bills Improves the relationship with the dealership
Dealership Benefits
Increase customer loyalty over the long term Increase and improves customer satisfaction Improve service department profit, both initially and over the long term
What is Traditionally Done Today
Most programs designed to sell the various services in the service drive, often produce poor, and
inconsistent results. The typical program consists of:
Sticking up “Ask Me About…” posters in the service drive Bonus for the service advisor to sell the products Holding a meeting or two, 'to keep it in front of them'
When the customers are not asking for assessment or the service advisors are only involved in a
repetitive routine that leaves no margin to make an elaborate presentation, the program staggers
along.
The Challenge
The major constraints have been:
Service drive is often a very busy sales environment Service advisor reluctance to present and recommend solutions to an already unhappy
customer. Neither knowing exactly what to say nor when to make the presentation to the customer. Avoiding rejection from the customers. Customers that don't naturally know why they need these additional services or products. Presenting the correct options to the customer by the service advisors. Poorly executed pay plans and profit allocation.
The Solution
The MCS solution is to create a program specifically for the service drive that addresses the
unique challenges of that sales environment.
Contact us directly via email at [email protected]
Active Delivery Center
CSI Booster for the Showroom or Service Drive
The MCS Active Delivery Center is a talking and Virtual Presentation that ensures that
everything that has to be said to a customer is quickly and thoroughly covered. The program can
be designed to operate on a local computer, or over the Internet.
This program is used in one of 2 locations:
In the showroom with a new customer
In the service drive, as part of a Virtual Service Drive program
Completely customized for each dealership:
A welcome message or video clip from the owner, general manager or service manager
Introductions to the Service department and personnel
A review of service hours and service department special features
The importance of maintenance
Setting the first service appointment with a new customer in the showroom
A review of the CSI questionnaire
Additional details and information that should be covered with every customer every time
In the showroom, it's classically introduced to a customer at the point of sale, prior to going into
F&I. This fills the typical time gap with useful information, and helps the customer transition
from 'thinking of buying a car' to 'owner'. It can also be used at the point of delivery. It will
depend on the dealership’s sales methods.
In the showroom, the sequence of events typically follows this pattern:
First, a customer decides to buy or lease a vehicle and the sales representative takes care
of the needed documents that have to be signed by the customer to finalize the sale.
Once this is accomplished, the sales representative introduces the customer to the Active
Delivery system from a quiet desk or office in the showroom.
Through a combination of video, voice and graphics, whatever a dealership wants to say
to every new owner will be cover. Depending on what the dealership wants to accomplish
with this presentation, the program will run from 6 to 8 minutes. All programs are
customized to an individual store with specific focus on any areas that are a weakness in
the CSI for the dealership. The program will perfectly cover topics like the service
department introductions, the need for maintenance, setting the first service appointment
and a detailed review of the manufacturer's CSI questionnaire.
During the presentation, the deal information is brought to the F&I Manager by the sales
representative allowing for enough preparation for the customer.
Once the Active Delivery program is finished, the sales representative fills out the first
service appointment card and review the CSI questionnaire one more time with the
customer.
Generally, within 15 minutes of the customer saying "yes I'll buy the car", this section of
the delivery sequence is finished, and the sales representative introduces the customer to
the F&I Manger.
Contact us directly via email at [email protected]
Auto Dealers F&I
Virtual Finance & Insurance Maximizes Profit
Virtual F&I presentations:
Increase F&I profit dramatically.
Speed up the delivery process
Improve CSI
Ensure that all full disclosure requirements are met
MCS Virtual F&I presentations support a Menu Selling format by:
Establishing a need for every product, every time
Introducing every product, every time
Making it easy for the F&I Manager to review the menu options
MCS can customize your level of support depending on your needs:
Customized software only with virtual training support
Add on-site kick-off training with virtual support
Add on-site kick-off training with on-site support
Take a look at some examples of Virtual F&I Presentations.
Contact us directly via email at [email protected]
ServiceDriver Program Examples and Links
MCS has live demonstration links available for all major manufacturers
If you'd like to request a login Username and Password, please complete our Demonstration
Request form.
Or contact our office directly from 9am - 5pm PST.
This service is free and there is no obligation. Once we receive your information, we'll send you
your access credentials.
If you have a Username and Password, please click on the link below:
Access My Account
Executive Profiles
Gary Simmons Founder and Chief Executive Officer Management Consulting Services, Inc. (MCS)
Gary Simmons founded MCS in 1982 with the goal of providing management systems and training to
drive profitable fixed-end operations for dealerships across the nation. A disabled veteran who served in
the United States Navy, Simmons graduated from California State University in Bakersfield with a
Bachelor of Arts degree in sociology, and a minor in business.
With years of experience in automotive dealerships serving as Customer Relations Manager, Service
Manager, Service Director, and General Manager, Simmons knew first-hand that dealerships had a
tremendous need for support services in the areas of management, operations, sales, and services. With
that knowledge, MCS was born. A current client list of over 800 dealerships in 37 states bears testament
to the success of the MCS approach: providing personal, on-site training coupled with virtual sales
presentations and training programs to ensure that dealership fixed-operations best practices become
permanent ways of doing business.
A sought-after industry speaker with numerous Dealer Twenty Groups presentations under his belt,
Simmons is also a regular guest speaker for CPA and legal firms specializing in the automotive industry.
He has been married for 29 years and has three children.
Jeff McBride National Production Manager Management Consulting Services, Inc. (MCS)
With over 30 years in the automotive industry, McBride brings a wealth of industry knowledge to his
position as National Production Manager for MCS. He graduated from Santa Rosa Junior College with a
degree in Graphics Engineering, but chose to make his career in the industry that had seen him through
high school and college: the automotive industry.
A veteran of virtually every department in a dealership, McBride entered the industry as a ‘Lot
Attendant.’ From there he quickly moved to the parts department, and eventually the positions of Parts
Manager and Service Director. After becoming partner of one dealership, he sold his stock to purchase
another dealership which had fallen into bankruptcy. Four years later McBride sold that now thriving
dealership to Sonic Automotive, and joined the MCS team.
As National Production Manager, McBride is integral in creating management systems and leading
training programs that push dealership fixed-operations from merely adequate to highly profitable. He has
been married for 26 years and has two children.
Contact us directly via email at [email protected]
Contact Information
Executive Offices
Gary Simmons
Founder and CEO
Jeff McBride
National Production Manager
Regional Members
Tom Peltier
John Sheriff
Management Consulting Services, Inc.
Telephone 800-598-5100 Direct Toll Free
661-834-3322 Local
Fax 661-834-3390
Postal address PO Box 9212, Bakersfield, CA 93389
Electronic mail General Information: [email protected]
