Adding Value to Appliances
It’s also helpful to highlight the dealer’s service offerings that will minimize downtime of critical appliances, such as refrigerators. “It’s all about teaching people to recognize what the underlying purchase decisions are and what’s important to them, and focusing on those features and benefits that most relate to their needs,” Meier said.
Since each dealer is unique, Assurant offers a Strategic Performance Management program that features custom strategies to grow ESP sales. Assurant is also working with manufacturers to develop new sales strategies.
Warrentech, for its part, is developing an incentive program for salespeople that is based on a points-per-product model.