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Charters among first to use new warranty sales tool

Charters Group has become among the first franchised dealers to use a new warranty sales tool developed by Mapfre Warranty.

The four-site car dealer, which represents Peugeot, Citroen and Vauxhall in the south-east of England, offers Mapfre Warranty's Black & White product.

David Manchester, managing director, said: "We’ve been impressed with the new Black & White Warranty product and the showroom sales system that Mapfre Warranty presented to us. We’re delighted to be up and running with the new system and are already seeing the benefits."

The web-based system is designed as a sales tool to help dealers present the value of a car warranty to their customers in a clear and straightforward way.

The warranty company said it enables dealers to show exactly what is covered, typical replacement or repair costs of different car parts and how much it would cost the customer in various scenarios if they didn’t have warranty cover.

This will help them understand the value of the product and provide dealers with a significant amount of assistance at the point of sale, it said.

It takes the customer through the whole sales process, right through to applying on screen, printing out the terms and conditions and warranty certificate, and automatically emailing documents to customers.

Rob Dyer, Mapfre Warranty marketing manager, said: "Our discussions with dealers told us that in many cases they lacked support from providers on how to present a warranty to customers in a way that made them understand its value.

"We developed the system in order to give dealers that support and help their employees present the product clearly, but also to help their customers understand what a warranty product is and exactly what it covers.

"The system is an on-going project and we are already looking into the next stage of development."

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