Wards Dealer Business - Town Center Nissan of suburban Atlanta sells a dealer-branded prepaid maintenance program that excites its service advisers and customers alike.
An incentive built into the program can put up to $400 in additional compensation a month in an adviser’s pocket, so they’re eager to discuss prepaid maintenance plan advantages with service customers.
The plans on average result in a $70 increase per repair order upsell per service visit, and consumers who participate typically stay loyal to the dealership service department, data indicates.
“Customers love the plan,” says Rick Mathis, Town Center Nissan’s parts and service director. “About 90% of plan holders renew at expiration. Advisers don’t embrace a lot, but they truly enjoy selling this program.”