The ability to add legitimate line items to
every repair order is a proven way for auto
dealers to boost parts and labor profits - and
retain customers, yet many fail miserably at
the upsell process. To help auto dealers in
this upsell process,
MPi, the leading provider of
vehicle inspection tools, processes, and
consulting for auto dealer service departments,
today announced the release of a new eBook,
Earning the
Green Light to Customer Upsell
Profitability.
"As straightforward as the upsell process
sounds - and is - advisors often choke at
upselling their customers. Yet a recent J.D.
Power and Associates customer satisfaction
survey notes that upsell work benefits both the
customer and dealership - customers gain longer
vehicle life and dealerships additional
revenue," commented Les Silver
MPi Chairman/CEO.
"Some of the dealerships mentioned in Earning
the Green Light to Customer Upsell
Profitability are achieving monthly upsell
parts and labor sales of $100,000 and more a
month, using a process that helps them educate
customers about their vehicles' service, which
builds confidence in upsell recommendations,"
Silver added.
What auto dealer service advisors need to know
about upselling customers - how to do it
correctly and how to do it so customers sell
themselves - is outlined in the eBook, Earning
the Green Light to Customer Upsell
Profitability.
Some highlights:
How to navigate perceptions so upsell
isn't viewed as a negative by customers - or
advisors
How to develop advisors who feel
confident in presenting upsell opportunities
How to move customers to "green" so
the upsell can happen naturally
How to upsell customers so the
dealership improves its parts and labor sales
"Whether your shop has one advisor or a dozen,
they can learn to see real value in the upsell
process. As a result, they become adept at
presenting additional service recommendations
in a manner that builds customer trust and
gains their additional business," said
Silver.
The new eBook can be downloaded here.
