Leverage PPM to Sell VSC After the Sale. Yes, It’s Possible.

Pre Paid Maintenance has always been a fairly easy sell for F&I. Buyers are always looking for ways to save money in the service lane and for the most part they don’t mind coming back to the dealership for their first few oil changes. White label it to your dealership brand…even better. But is there an advantage to selling PPM that’s being overlooked? Could it help sell VSC’s post-sale? Assuming your dealership has the ability to sell after the fact,  it could work….here’s two big reasons why (and one suggestion)-

  • Familiarity: Buyers have to come back to your service lane and it gives the Service Advisors a chance to establish a solid relationship. That can lead to conversations around the cost of major repairs and rising parts prices. It can plant the seed with the buyer that perhaps they should reconsider that VSC to guard against untimely costs in the future. Customers that trust your service team will be more likely to consider the post-sale VSC without feeling overt pressure to do so.
  • Making it Easy: Your customers are already coming back to you for service which makes it easy to have them come back for their major repairs under a VSC sold post-sale. All service needs can be handled in one location rather than having them bounce all over town for repairs. They know your dealership and if they buy a VSC post-sale that is branded to your store, they will come back to you for those warranty issues.

Here’s a suggestion to help drive more post-sale VSC’s by leveraging PPM’s…incentivize the Service Advisors. Before everyone says ‘No way!’, think about the unique place the Service Advisors occupy.

They are directly talking with your customers when they come in for those important first services. If they are able to get spiffed for recommending a VSC simply by talking about the importance of this protection and how it helps defray unexpected costs, you are likely to see more sold as a result. If your dealership is not currently offering white labeled PPM or the ability for customers to buy VSC post-sale, click here to learn more about how truPPM (and truFollowUp) can help you set up both products easily. We can help you implement not only a system to help follow up on lost VSC opportunities post-sale but also help you brand a strong PPM program that can be offered to every buyer.

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category
VSC
date published
December 6, 2021

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