Overview: PMI Fleet Services used ClearMechanic’s real-time photo and video capability to sell a $2,100 service recommendation to a fleet manager. The fleet manager was initially reluctant to approve the repair, but then saw undeniable photographic and video evidence of the fuel injector defect. The initial quote was $900, but PMI Fleet Services built enough credibility to sell a more comprehensive $2,100 repair.
Background: Fleet managers are sophisticated customers who are familiar with the vehicle repair process. However, they are still skeptical of additional service recommendations. In this case, the fleet manager and fleet accountant had to sign off on the high-dollar repair item. With two skeptical decision-makers, PMI Fleet Services needed a quick, powerful communication tool to win the business.
See PMI’s Real-Time Photo and Video: Click here to see the real-time photo and video clip shared by PMI Fleet Services to support its service recommendation. Notice that the video footage also enables audio, which allows PMI to narrate exactly what is going on with the diesel fuel injector.
Interview with Richard Byford of PMI Fleet Services:
CM: Can you provide us the details of the service and how ClearMechanic helped?
PMI Fleet Services: The customer called in a service request for "check truck for engine miss." The diagnosis was a number 2 injector. With the aid of ClearMechanic I was able to show the diagnostic process and pictures of the area in question. The fleet manager & accountant both were able to view the pics and video provided.
CM: What was the final price of the job?
PMI Fleet Services: Cummins recommends doing all 6 injectors in this scenario. I mentioned this during the final quote and was able to turn a $900 job into a $2,100 job. Had it not been for the aid of CM, I'm not sure I would've landed the entire job.
CM: Any other comments on ClearMechanic’s usefulness in this job?
PMI Fleet Services: I firmly feel that CM allowed me to ESTABLISH THE TRUST NEEDED TO SELL THE ENTIRE JOB rather than partial. Regularly will we be using this service! This job just paid for itself x10!
About ClearMechanic, Inc.: Founded in 2009, ClearMechanic has proven experience creating award-winning applications for the automotive repair industry. Their existing mobile and web applications have delivered more than 200,000 repair recommendations and bring transparency and ease to repair center customers. ClearMechanic’s goal is to create a win-win for service centers and their customers and bring today’s Internet customers back to the service bay. ClearMechanic has been featured in The Wall Street Journal, Automotive News and Consumer Reports.
For more information, please visit www.clearmechanic.com.