National Windshield Repair Association president Rich Campfield offered AGRR company owners at Auto Glass Week™ tips to drive up profits by utilizing windshield repairs as a profit center during an educational session held Wednesday.
Campfield says there’s “nothing more profitable” than the windshield repair business. “The cost to fix a stone break is a few cents,” he says. “The profit is over 99 percent.”
He stressed that beyond stone breaks, small and large cracks, alike, can also be sufficiently repaired. “If you can fix 6 inches, you can fix 12,” he says.
Campfield explains that only 6 to 7 percent of all windshields in the U.S. are replaced each year, leaving a large market open for repairs. To further drive home the point, Campfield shared results from a recent study in which his company teamed up with a few other businesses from around the country to survey parking lots in 14 cities. Out of 5,523 vehicles in the surveyed parking lots, 2,202 had stone breaks.
“That’s a 500-percent larger market than the replacement market,” he says.
Meanwhile, 14 percent of the windshields in the survey had cracks. If a businesses starts doing repairs on those cracks instead of focusing solely on the replacement sector, “you’ve just doubled your market,” Campfield pointed out.
While insurance providers typically sway customers to replace their windshield and usually only cover $65 dollars for a repair, the balance of a repair as opposed to a replacement is lower, he adds.
It’s cost-effective for the customer, says Campfield, and repairs tend to result in an increase of referrals, which is good for business.
Jeff Reddell, owner of Pace Glass in Texas, joined Campfield at the seminar to tell a decade-old story of one of his customers.
Weeks after having a repair done by Pace Glass on her windshield, the customer was in a rollover accident. She fortunately escaped the accident unharmed and went back to Reddell to share with him the car’s condition—the windshield was almost completely destroyed, and the only part that actually held up was the repaired section of the glass.
While Reddell explained that this example doesn’t represent all cases, it does show just how effective a repair can be.
“It’s a no-brainer,” Reddell said. “[Windshield repair] is relatively easy and requires minimal training … It provides a great return on your investment.”