CategoryFinance Insurance

How tech pitches boost service plans

To sell more extended-service contracts, Megan Jacoby, finance manager at Bob Smith BMW, shows customers a cutaway drawing listing the computerized parts in their car and the costs to replace those parts. She and her F&I colleagues also keep computer chips encased in plastic on their desks to spark further conversation. Jacoby tells customers: “You're driving a spaceship.”
JL
By:
Jamie LaReau
October 10, 2012 05:00 AM