I am willing to bet that any shop can honestly increase their ARO without any high pressure selling or questionable recommendations by simply checking over each vehicle that enters the shop and asking the customer for the work. EXAMPLE: An oil change comes in at 60k miles, the tech gets it in and out in 20 minutes, you made $5 profit, that's it. Customer needs to call the dealer to get the mileage service done. You lose. That same car if you ask the customer "would you like to schedule your 60k mile service with us?" can mean a much better outcome for both parties. It's really all about asking for the sale, and paying attention to things that are broken on the cars you are already working on. That's why a good service manager (or consultant) can take a shop from zero to hero, he's looking after the guys to not let bald tires and grinding brakes go down the road, then making sure someone is relaying the info to the customer. It's so basic, but so many shops are not doing it. It's magic when everybody pays attention.