Let’s imagine you’re getting surgery and right before they put you under anesthesia, they tell you your heart replacement is an unnecessary procedure, or they want to save money by installing an aftermarket one.
What would you do other than scream at the system, desperately try to renegotiate or ask the surgeon to double up on the anesthesia?
This is similar to the unending tug-of-war between body shops and insurance companies over what the latter is willing to pay for repairs. In many cases, the relationship works well and seamlessly, while others go sideways and end up being a bad experience for both parties involved.
It doesn’t matter if you’re a DRP shop or not---they will grind you at every turn anyway, and if you’re not prepared, they can hamstring your business in more ways than one.
AkzoNobel Small Business Consultant Tim Ronak presented "Overcoming Objections to Payment and Requested Procedures" as part of the SCRS 2020 Repair Driven Educational Series presented at SEMA360.
Many shops nationwide are having issues getting OE repair procedures approved, or persuading insurance companies to reimburse for certain repairs when they submit their bills and estimates.
Through a series of roundtable discussions with shop owners and managers, Ronak has been able to devise some strategies to address these issues and how they can be resolved.
If you’ve been in the collision repair industry for even a short time, you’ve undoubtedly heard these lines more than once---the leading 14 excuses any shop can encounter:
“We don’t pay for that.”
“This is the cost of doing business.”
“That’s part of the job.”
“It’s the market rate in your area.”
“That’s not a competitive rate in your market.”
If those don’t float your boat or...