What separates high-performing service departments from the ones that never quite hit their numbers? According to our team of seasoned fixed ops coaches, the answer isn’t as complicated as it seems.
It comes down to mindset, habits, leadership—and a willingness to stop making excuses.
Whether you’re a service advisor on the drive or a manager running the shop, these hard-earned insights can help you shift from surviving to leading.
Mindset Drives Performance
The best service professionals share one thing in common: they own their results. They don’t blame the parts department, the weather, or “bad customers.” They ask, “What can I do differently?”
🧠 Leadership Insight:
A top-tier manager or advisor has what psychologists call an “internal locus of control.” They take full responsibility for outcomes—and that’s why they improve faster.
🔑 Takeaway:
You can’t coach someone who refuses to be coached. Growth starts with accountability.
Action Beats Intention—Every Time
Top performers don’t wait for the perfect moment—they move. Fast. When they spot inefficiencies or get coaching feedback, they act on it the same day.
🏃♂️ Service Drive Takeaway:
If it takes days (or weeks) for you to make simple changes, you’re already falling behind. Speed equals success in fixed ops.
Curiosity is a Competitive Advantage
The best managers and advisors stay humble—and hungry to learn. They read books, listen to coaching, and apply new ideas.
📚 Leadership Insight:
If you walk into a high-performing manager’s office, odds are you’ll see the same books over and over: Extreme Ownership, The 21 Irrefutable Laws of Leadership, or How to Win Friends and Influence People.
🧠 Takeaway:
If you’re not learning, you’re losing. Curiosity fuels growth.
Excuses Kill Culture (and Numbers)
Low performers deflect. You’ll hear:
- “Our car count is down.”
- “Customers won’t pay that here.”
- “April’s just a weird month.”
Meanwhile, the top store in your group is working the same market—and outperforming everyone.
📉 Service Drive Reality Check:
Excuses create blind spots. Accountability builds momentum.
🔧 Action Step:
Start your day by reviewing KPIs. Then ask, What can I influence today?
It’s Just Math: Simplify Your Problems
A struggling service department often suffers from “complexity creep.” But most fixed ops issues can be traced to simple math:
- Wild card penetration too low?
- Labor rate strategy off?
- Not enough upsells?
🧮 Service Drive Takeaway:
Don’t overthink it. Track the right numbers, fix the right problems, and stay focused on execution.
The Best Performers Want Coaching—Not Validation
This might surprise you: the highest-performing service departments are also the most coachable. They fill out prep sheets. They show up ready. They implement quickly.
📞 Coaching Insight:
If your service team views coaching as a chore, they’ll never see real results. If they embrace it? Game-changer.
🛠️ Takeaway:
Coaching isn’t a sign you’re failing. It’s how top performers win faster.
Final Thought: It’s Always a Choice
Here’s the truth: you’re not stuck. Underperformance isn’t permanent.
Whether you’re a tech, an advisor, or the GM, your performance is the product of daily decisions.
💬 Ask Yourself:
- Am I reacting to problems or creating solutions?
- Am I leading with clarity or hiding behind excuses?
- Am I choosing growth—or staying in my comfort zone?
🚦 Service Drive Mantra:
Top performers aren’t lucky—they’re intentional. And it starts with one decision.
🔗 Related Resources:
- The 9 Reasons Why Service Managers Fail (And How to Avoid Them)
- What to Expect as a New SERVICE ADVISOR : Your Roadmap to Success
- Boosting Service Department Profitability: A Quick Guide for Fixed Ops
Feel free to explore the linked articles above for deeper insights into each strategy. If you have any further questions or need additional resources, don’t hesitate to ask!
Achieving and exceeding your goals is possible when you have the right systems in place. With Service Drive Revolution OnDemand, you’ll gain access to the proven systems that have made thousands of SERVICE MANAGERS IRREPLACEABLE. Start transforming your department today!
Need help updating your playbook? Let us know how we can support your team’s growth.
Book a 15-minute strategy session with our team. We’ll explore how to unlock your dealership’s real value.
