Service Agreements
Q. How can I convince my staff to promote service agreements? Some have the attitude that the dealership is here simply to move units.
A. Service agreements are a way to allay customer concerns about a previously owned RV. Customers may think that an RV is traded in because of mechanical problems or that the vehicle was purchased at an auction as some other dealer’s trade in.
The “used” stigma can be eased with a certification program or by providing a service agreement. For the first year(s) or X amount of mileage, the new owner will not have to budget for any surprise repair bills. So review the policies and coverage you have available. Make a list of features that will satisfy the customer’s questions about how a policy will satisfy their needs.
Customers are looking for added Security, increased Peace of mind, and a plan that is Affordable, Convenient, and Easy to use, and most importantly for the dealer, a plan that is Dependable.
Use these SPACED benefits when discussing a service agreement with your customer. Remember they are not buying a piece of paper, they are buying what the piece of paper will do for them and their families.
RV Executive Today, November 2002, p. 25.