Management buy-in is the key to success in selling extended-service contracts in the service lane, according to F&I trainer Rick McCormick.
He is scheduled to conduct an Automotive News PowerTRAINING webinar today, Dec. 5, called "The Secret to Selling Service Contracts in the Service Drive," starting at 2 p.m. Eastern. Registration for the $99 webinar is at www.autonews.com/servicewebinar. Anyone signing up after the event can hear a replay.
"The first thing is buy-in from the top," McCormick said in an interview yesterday. "Management has to decide: 'This is a strategic change in the whole way we do business.' "
McCormick is national account development manager for Reahard & Associates Inc. in Soddy-Daisy, Tenn.