300% Rule
Prejudging deals can cost today’s profits, and tomorrow’s business.
Many view fold downs as a limited income opportunity and choose not to present any of the aftermarket products. This choice is not only unwise, it can be viewed as being discriminatory.
The families who select a smaller unit for their RVing needs is a great repeat and referral source. Those dollars spent on the units are just as valuable as the dollars spent on a fifth wheel. Their investment is just as important to them, and their resources are just as vital, in fact maybe even more so.
For the most part, these are small families who go for short trips. The appearance, and operation of the equipment is paramount. It is our duty to share with each customer without regard to economic status all of the protection which is available.
Parts and labor agreements are just as vital on fold downs. Learn what the policy covers. Realize that your pricing of the policies must be in line. Present the opportunity to each and every new owner.
Instigate a follow-up program for customers who you did not sell a parts and labor agreement too.
Fabric guard is a wonderful value for the fold down buyer. Their unit sees more use, more dinners, more foot traffic. Many of you may not think fold downs are covered by the warranties. They are, read the warranties.
The fold down buyer will most likely want to up grade their unit in about 18 months of purchase. Maintaining the new pristine appearance is vital in order to obtain the top dollar value at trade in time. And wouldn’t your dealership like to enjoy making more money on the same customers more often?
The products at your finger tips are the key to protecting the customer equity, and the appearance of their RV. Do your customers a favor, and give yourself a raise. For the 100% solicitation, 100% of the time, to 100% of the customers rule.