Warranty sales on the Service drive

Ron Henson
Do your service advisors offer extended warranties to customers who are approaching factory warranty expiration? Can they sell it or is it a referral to the F&I dept? Do they get a spiff?
Daniel Wilkins
Here they get a $50 spiff if the warranty is purchased. I honestly don't think they bring it up but take advantage of it when guests ask about it.
Chad Albertson
Incentives/spiffs for both sales and service working as a team equals success. $25-50 for the referral letting Sales know the customer is waiting for a conversation that leads to a sale. $100 to Sales if they convert to a car deal, $50 if a service contract or maintenance plan is sold as a stand alone product. This allows a natural referral of not only a vehicle service contract or pre-paid maintenance plan opportunity; however a possible sales deal or vehicle acquisition. Does your service drive know how to sell the plan? Does your F&I manager have the time to see each of the hand-raisers coming from the drive? Are you selling VSC/PPM's to those whom already purchased VSC/PPM's and are now expiring?
Shaun Weissman
I utilize the BDC to set appointments. We call service customers 2 days out.. Make them aware of their warranty expiring and go over basic options. Add it to the appointment and spiff the BDC. Does very well. We also use AutoAlert / My Dealer Lot to create campaigns in addition to our DMS.
Grant Gooley
This is a great way to up your warranty penetration. We do this at all our dealers.
mark rask
I know that my service advisers do not....thinking it would be something that my service bdc could do......also pre paid maintenance

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