Opportunity missed
May 5th, 2009 by Richard Aucock
WARRANTY sales and profits are being missed by car dealers, because they do not have good processes in place.
This is despite massive customer interest and a ready willingness to consider used security schemes!
‘There are thousands of lost profit opportunities passing by each week,’ said RAC Warranty’s Ian Simpson.
‘Every used car represents an opening for a dealer to sell an extended or upgraded warranty, or service plan, but many simply do not introduce the products to the customer.’
It’s not as if they’d put up much resistance.
‘The recession means that customers are currently very receptive to the idea of buying an extended or upgraded warranty or a service plan, because they want to avoid unexpected costs in the future.’
Used car managers are at fault, said Simpson. They need to properly train staff, and make sure that a good incentive programme is in place.
Every used car sale represents an opportunity, says Simpson. Car dealers must ensure that each is exploited.
Tags: aftersales, warranty
 |  |  |