Ask customers about their driving habits to identify how they could benefit from a service contract in addition to the manufacturer's warranty, suggests John Vecchioni, F&I trainer for American Financial & Automotive Services Inc. "The manufacturer's limited warranty is based on possible versus probable," he said. The warranty will cover a part that was improperly installed, for example, but when the warranty expires, it is probable that the customer would need coverage for another issue.
Help customers understand repairs are probable
Send us a letter
Have an opinion about this story? Click here to submit a Letter to the Editor, and we may publish it in print.
Recommended for You