Paint and Materials is one of the four sales and profit centers of every collision repair center, representing 10% – 12% of Total Sales. Most of these sales occur by default as a function of the Paint Labor Hours written on an estimate multiplied by the Paint & Materials Sales Rate afforded by the insurer or vehicle owner. However, that is not the whole picture. In this edition of IMPACT Collision Solutions, we will focus on the opportunities for damage writers to increase P&M Sales by writing and selling legitimate “not-included” paint and materials on nearly every repair they write. Because technicians always repair the vehicle correctly, this added revenue usually has little or no added cost and therefore flows directly to the bottom line. In addition to the value of added materials, many carry additional labor operations to apply them, thereby further increasing the value of the repair order. “Not-included” labor and materials are documented in the procedure pages of all collision estimating systems. Take this opportunity to learn what materials are included or not included in the repairs that you make in order to write more complete and accurate damage reports and increase Sales and Profitability!
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