Most shops run sales on gut feel. Shane Orlando runs it on a system.

In this episode of Operational Intelligence, Shane Orlando from Orlando Auto Body breaks down how he tracks closing ratios, why it matters to production and profitability, and how any shop can implement a straightforward workflow to monitor leads, estimates, follow-up, and sold jobs—so the business isn’t relying on assumptions.

If you want more sold jobs, more predictable scheduling, and fewer surprises in car count, this conversation gives you a practical model to start using immediately.