June '16

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rv-pro.com JUNE 2016 • RV PRO • 55 Pricing should be consistent with the business office's follow- up efforts for this plan to work. The service department and sales department are in separate locations. Shuttling the guest between departments is not conve- nient. If your process is too time consuming – or has too many stops – the customer will most likely lose any interest in the addi- tional purchase. One-Stop is Best I think the magic in this opportunity is to keep the process simple and the activity to one-stop. The service manager must have buy-in, and the service advisor must see a financial reward for his efforts. The customer must see value in the policy, and the method of payment should be easy for him to handle. Many service contract companies already have a plan that can be sold in the service drive. My recommendation is that the dealer make some inquiries with the company they are doing business with. It is always better to do business with someone you know, you like, and someone you trust. If you think about it, that is why your customers will be more receptive to purchasing a service contract in the drive: They know the service advisor, they like him, and they trust him. Good luck and good selling! " After the point of delivery, when is the customer back in the dealership? The answer, of course, is when the unit needs to be fixed, or needs service. So doesn't it make sense to have the service drive advisor follow the steps to the sale and present the benefits of the service contract? "

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