Fixed Ops Magazine - 2023 Vol 20 02 - 57

customer that they could take advantage of a service
contract. They agreed.
THE RESULT? IT WORKED LIKE A CHARM!
For every service contract the customer bought, I
spiffed the service writer $50. I got to know the service
writers. I made it a point to buy them a cup of coffee,
lunch, or tickets to the game. After
all, it's the little things you do that
make the biggest difference.
Needless to say, my service contract
penetration soared to over 60% every
month, the highest the GM had ever
seen. Not only was I able to boost the
number of vehicle service contracts
sold, but overall PVR performance
grew too! It all worked together.
When you move the needle in a positive
direction, the rest will follow.
THIRTY YEARS LATER ... AN UPDATE ON
CUSTOMERS BUYING SERVICE CONTRACTS
AFTER THE SALE OF THE VEHICLE
We are STILL advocating for an after-sale process.
I asked the service
director if I could slap
a sticker on the repair
order or ticket to
remind the customer
that they could take
advantage of a
service contract.
With this now at the fingertips of every dealer, it baffles
me that some of them choose to ignore the fact
that customers can and often do buy
products AFTER the sale. Instead,
these dealers allow other businesses
to snatch their customers right from
under them.
PRODUCTS SOLD IN HOUSE
KEEP CUSTOMERS TIED TO
THE DEALERSHIP
Everyone should know by now that
it's the products sold in house that
MARCH APRIL 2023 || FIXED OPS MAGAZINE
57

Fixed Ops Magazine - 2023 Vol 20 02

Table of Contents for the Digital Edition of Fixed Ops Magazine - 2023 Vol 20 02

Fixed Ops Magazine - 2023 Vol 20 02 - 1
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