Sean Hicks

Editor in chief of Dealerscope

With a smorgasbord of warranty company choices in the market and service plans to offer customers to boost the profitability of a lower-priced TV sale, why would dealers consider hopping aboard the bandwagon of startup New Leaf Service Contracts? The company’s founders, industry veterans Sean Hicks, CEO, and Rick Gavino, president and COO, said they can offer a compelling reason: the ability to respond quickly to dealers’ needs.

Warrantech Consumer Product Services announced during the International CES that it was introducing enhancements to its WCPSOnline Web reporting and processing system that would provide its dealer clients with real-time service contract information, availing them of instance access to loss experience analysis, streamlined sales and claims reports and automated repair orders.

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

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