9:07 am, November 24, 2008
A service plan ‘champion’ scheme is being trialled by The Warranty Group.
This is to promote the benefits of the schemes to customers, and help increase profitability for dealers.
The scheme will initially run in 8 dealerships. The Warranty Group has designed a two-day course for each champion, giving them the necessary sales knowledge and skills.
The Warranty Groups sales and marketing director Ian Simpson said: ‘Service plans are an excellent product, but do not always fit easily into the process that a dealer salesperson takes each customer through.
‘By creating a service plan ‘champion’ in dealerships, we are creating the opportunity to talk to customers about service and maintenance as a separate subject.
He says that, while there are real advantages to customers, dealers do not always best sell the benefits of the schemes.
By enhancing the sales pitch, dealer margins will improve. It will help them capture all future service and maintenance work, too. This improves cashflow, and helps avoid credit card charges on service payments.
‘This is all about ensuring that the basics are in place – that the champion is confident in selling the product, has the support of dealer management and is properly incentivised.’
A service plan breaks down servicing costs into direct debit monthly payments. Quotes are obtained based on how long the customer plans to own the car.
Quotes are based on manufacturer servicing data, with the dealer being able to set their own rates for labour and oil pricing.
