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Mike Gorun

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Maximize Revenue Opportunities During the Busiest Week of the Year

 

The week between Christmas and New Year’s is a busy time of year for many auto dealers. It can be challenging for salespeople to keep up with all the showroom traffic, but that’s no excuse to let extra revenue opportunities fall through the cracks! While the customer is still engaged at the sales desk is the perfect time for a salesperson to boost revenue with the following programs:

Pre-Paid Maintenance Program: What better gift to give than an entire year of worry-free driving? A pre-paid maintenance program is the perfect new vehicle “accessory.” These plans can be sold in both the F&I and service departments. To maximize revenue, dealers should look for PPM plans that require no third-party administration, no sharing of program revenue or forfeiture and no service claim submission requirements. Plans should be customizable and branded to your store.

Loyalty Card: If your customers accumulate enough rewards points, they may be able to redeem them for a gift (either for themselves or a loved one) next year! Rewards should be tailored to what your customers want, such as a free dinner at a local restaurant, spa service, or coupons to local retailers. A points-based rewards program is very appealing to most customers, with the majority of customers choosing to opt in when offered. It doesn’t cost them anything, and encourages them to return to your dealership for service and parts purchases.

What other ideas or recommendations do you have for maximizing revenue opportunities in your auto dealership during the busiest sales week of the year?

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