Kelly’s Korner: Advantages of Aftermarket Desk
Q. What are the advantages of an aftermarket desk?
A. We must first identify what an aftermarket desk is, and where it would fit into the sales process. An aftermarket desk is an additional step between the sales consultant and the F&I process. After the terms of the sale have been accepted by the customer and the dealership, the deal would normally be turned over to the F&I department. An aftermarket desk would be inserted at this point. The customer would be introduced to the service and parts departments, and the factory warranties would be explained. The aftermarket personnel would take this time to present the accessories available to customize the purchased vehicle, such as security systems, GPS tracking, cell phones, satellite dishes (RV), and environmental protection products –in short, anything which needs to be physically added to the vehicle. The purchase price of these products would then be included in the balance to finance.
The F&I department would then be ready to discuss financing options, vehicle service agreements, and insurance-related products.
This activity uses what is otherwise anxious moments for both the sales consultant and the customer. It allows F&I time to review the deal and to in put the information into the computer system. This process has also been known to add thousands of dollars to the bottom line of a dealership. The aftermarket desk also provides an entry level F&I position.
Q. What is the secret to a higher closing ratio?
A. The secret of a higher closing ratio is conducting a solid customer interview and LISTENING to the customer identify their needs, wants, hopes and desires. The road to the sale is a logical path, and closing a sale is the process of satisfying the customer’s needs with your product or service. I find that most customers want to buy; the error is made when the product presenter talks about what they want to sell, not what will satisfy the customer’s needs.