Service attach rate

Definition

The share of tire sales that also buy service, which is where the margin actually sits.

Why It Matters

It is the single biggest lever on both margin and value in tire retail, because the tires draw traffic on thin margins and the attached service is where the profit sits. Ask for the rate by store and by counter person, since it is a selling skill before it is a policy. A shop with a low rate and healthy traffic is the most straightforward improvement in the trade, and it needs training rather than capital.