Hi, and welcome to another episode of selling in the Motor Trade. In partnership with Cazana, improve your margins with real-time, data-driven, retail valuations backed by the largest rule of data set in the UK. There are an evidence-based guide valuations for main dealers, car suit markets and independence, along with sim code training, where we took about training in the real world, what's happening in the market today, not 10 to 15 years ago. Together, we're going to share tips and ideas on how to sell more cars, improve your service and parts operation, and generally put more profit into your department, dealership or dealer group. Now, I'm your host, Simon Boca, or some of you might already know me as Skippy. Firstly, I just want to say thank you for the people who died right from the beginning of this, because we're past 250 episodes now, and interviewed so many great leaders in the Motor Trade. Thank you for taking the time. For people who are new to this, please ask and just subscribe. You can't believe what it does to the algorithm and gets this podcast out to as many people in Motor Trade as we can. Hi, welcome to another episode of Selling in the Motor Trade. Today I want to talk about why your vehicle health check video, your VHCs, or your MPI's multi-point inspection, depending on where the world you are, you're listening to this. Why they might not be converting as they should be for you. Now, listen, stay tuned to the end of this because I'm going to give you six key steps to go back into putting place in your business. They'll get your results immediately. Now, that's going to be the end of this, but let's dig in this to start with. Vehicle health check videos have been around for a long time now, okay? In the franchise world, I don't know many dealerships that aren't doing some sort of see it now video, image console video, some sort of video there, triage, whatever it is in your business there, okay? But to start with, let's make sure our technicians have been coached properly on what to look for when the camera's on their face. Now, we know that technicians are employed to fix cars, okay? They don't want to go in to be a Hollywood actor. They don't want to be a salesperson at all. But so often when you listen to these videos, okay, it is, it's narrated like a mechanic. A new side of rear tire's got four millimetres, it's borderline, okay, it's showing up as red. Or sometimes they just spit through the the chart very quickly. It's like an amber, it's a red, it's green, so, so quickly without explaining what that actually means to the customer. So we talk about a simple SWOP process at Symco Training. This is what the technicians see, okay? This is why it's occurred. This is the outcome if you don't fix it. So this is what the technician proposes. It's so much easier when the technicians do stuff like that. So when the service visor makes the call, the service visor is backing up what the expert has actually recommended because I want to remember it's our technicians are the expert. You see in the motor trade, we have this weird situation where the expert never speaks to the customer and that's what the video is all about. Could you imagine going to the doctor and saying you're quite ill and the doctor does a blood test on your urine test and blood pressure, all that sort of stuff. They say, right, go out and sit in the waiting room. And the reception comes out and says, right, here's your results, sorry about this, you've got this, whatever, okay, you'd think, hold on, why can't the expert? The doctor tell me. And that's of course what the camera can do. But we don't want to just list out the things. So let's take the tyres, okay? A technician, a mechanic might just turn around and say, you need a side rear tyre, it's actually got two millimetres on it. So it's kind of a borderline. I'd look at that, okay? Instead of that, a technician might say something along the lines of, and listen, while I was inspecting the vehicle, okay, the rear two tyres have actually got two millimetres on them. What that means is you've only got 0.4 of a millimetre until that tyre is illegal. What that's doing is it's doubling your braking distance on a wet road. In fact, on a dry road at motorway speeds, it's actually 10 double-dig of us as extra stopping distance. So I recommend that needs to be changed sooner rather than later. You can see how we're actually giving the service advisor, making it so much easier for the call there, okay? And again, if we can get our technicians coached...