Kevin Rupkey

Editor in chief of Dealerscope

To strengthen their cases with retailers and end-users, warranty companies are shoring up efforts on all fronts - marketing, customer support and sales training - while driving home the perennial "peace of mind" message the category has been built on.

Maximizing a product sale nowadays means attaching an extended service plan, which is often challenging in this age of the penny-conscious, Internet-educated consumer. Sales associates need to be prepared with the right customer-qualifying gambits, all the necessary background information to answer questions simply and accurately, and a logical defense strategy to fend off arguments against spending a little extra now to avoid spending a lot more later. Some of the industry’s key executives spoke to us about how to perfect the art of the warranty sale. Tune in for Part II next month. What are the best strategies retail salespeople can use

A. N.E.W.’s Martin Bloom and Danny Hourigan B. Sam Mizrahi of DigiPower C. Leo and James Dardashti of Atlantic, Inc. D. Hitachi’s Daniel Lee with some of the company’s new plasma TVs E. Tim Dorwart of Cerwin Vega F. Sharp’s Mike Troetti, Mark Crandell and Steve McNally at the HTSA reception G. Scott Herzog, Kevin Rupkey, Bruce Wolfson, Bruce Caldwell and Frank Trigo of Banker’s Warranty Group, surrounding HTSA's Richard Glikes H. Marty Goldberg of Lenmar I. Universal Remote Control’s Doug Cole J. Fred, Judy and Mike Klipsch K. Pat Lavelle and Tom Malone of Audiovox L. Monster’s Noel Lee with Jean-Pierre Van Tiel (DSG) and CompUSA President Roman Ross

The 25-year-old extended-service-plan company and warranty administrator VAC Service Corp. has been acquired by Bankers Warranty Group, Inc., a newly created, wholly owned subsidiary of St. Petersburg, Fla.-based Bankers Financial Corp. The Group, according to VAC spokesperson Ron Marin, was formed for the purpose of placing both VAC, which specializes in warranties for consumer and office electronics as well as major appliances, and Bonded Builders Risk Management, a Bankers subsidiary offering warranties on homes, under the same roof within the corporate structure of the parent company, which has more than $300 million in assets. At the helm of Bankers Warranty Group is Kevin Rupkey, an industry

The 25-year-old extended-service-plan company and warranty administrator VAC Service Corp. has been acquired by Bankers Warranty Group, Inc., a newly created, wholly owned subsidiary of St. Petersburg, Fla.-based Bankers Financial Corp. The Group, according to VAC spokesperson Ron Marin, was formed for the purpose of placing both VAC, which specializes in warranties for consumer and office electronics as well as major appliances, and Bonded Builders Risk Management, a Bankers subsidiary offering warranties on homes, under the same roof within the corporate structure of the parent company, which has more than $300 million in assets. At the helm of Bankers Warranty Group is Kevin Rupkey, an industry

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