Training to create dealership “champions” at selling service plans is being trialled at eight dealerships by the Warranty Group.
The champions will be introduced to new and used car customers as part of the sales procedure at each dealership, giving them the opportunity to talk about service plans in detail.
Other dealers will be encouraged to appoint similar specialists next year.
Sales and marketing director Ian Simpson said dealers benefit from increased service retention and improved cashflow from monthly payments.
He added: “Service plans do not always fit easily into the process that a salesman takes each customer through.
“By creating a service plan ‘champion’, we are creating the opportunity to talk to customers about service and maintenance as a separate subject.
In our experience, customers are much more likely to recognise the advantages of service plans in these circumstances, enabling dealers to sell the plan and capture all future service and maintenance work.”
The champions attend two days’ training in product and sales skills. Quotes for customers are generated based on the duration the customer plans to keep the vehicle and the dealer’s own prices for labour and oils.