At Infiniti of Coral Gables, vehicle service contract sales extend beyond the F&I office.
By leveraging social media and spiffing independent shops for referrals, Nestor Alvarez sells 30 service contracts a month in the service lane of the Miami-area dealership.
As service director, Alvarez says 30 contracts a month is only the beginning. He made a name for himself in auto retail at Warren Henry Automotive Group, where he began selling vehicle service contracts in 2011.
In April, he brought his process, and his slogan, "Ask Nestor," to the Infiniti store with the goal of selling between 40 and 50 contracts a month, generating his service department between $50,000 and $80,000 in additional gross profit.
At Warren Henry, "I started the concept to bring the service drive more gross," Alvarez said. "The general manager said, 'You sell it, you keep it,' " Alvarez said. "So we did very well."