F&I and Showroom, Industry Summit 2013

F Idol Contest prepaid maintenance His PVR is just north of a thousand Keys to Success Johnston said he is always in direct contact with the service department and with the CRM system He considers it a great tool because he can see how much customers save when they opt for the protections he offers Additionally Johnston is a big fan of Grant Cardone and listens to his closing CDs four times a week In addition working at several dealerships has inspired Johnston to mold himself into a combined total of everyone he has learned from At his dealer now he believes he has the best staff available with top notch managers and great resources When discussing tire and wheel protection Johnston says it basically sells itself if you can relate it to the customers experience Other Prepaid Maintenance Customer Objection That sounds expensive to me Johnston That is a lot of money Sarah Let me justify 899 if I could please Sarah every time you bring your car in for an oil change this means that over the next eight visits youre going to spend about 360 For safety inspections the fi rst one runs 80 the second one runs 100 the third one runs 80 and the last is 100 Right there we are at 360 This means youll spend 720 on oil lube fi lters tire rotations and safety inspections And if you need to replace a wiper blade thats 160 Belts and hoses will cost 100 If you need a brake replacement on your vehicle that could be over 200 Your clutch is another big one at 400 Sarah youre looking at spending about 1600 over the course Jeremy Johnstons prepaid maintenance pitch won in the Other category for the second year in a row The F I producer from The Suburban Collection also tied in the Tire Wheel category of fi ve years Sarah 899 doesnt that make sense just to take care of it today Tire and Wheel Customer Objection I think thats pricey Johnston I can see where youre coming from Sarah do me a favor Sit back and relax for a second Have you ever traveled on Hall Road OK then close your eyes Youre driving into work and its a nice 62 degree day out Youve got your radio up listening to house music sunroof down windows cracked a little You look over and you see a nice looking guy checking out your car You look back at him give him a little nod Then you look back and notice the car in front swerve a little bit That lady just swerved out of the way of a pothole You had your eyes off the road for a second You just damaged your nice rims on the vehicle 8 F I and Showroom Industry Summit 2013 Take a look at this whats that number Thats referring to spreadsheet on the desk 103127 Thats what your rim is going to cost you and thats one rim Now remember you can use this as many times as you want Its 699 the way you have your loan set up or 9 a month Thats less than a couple gallons of gas a week to protect your 1000 plus item on your vehicle What do you think about 9 a month to cover your rims and tires CANDY SERRA Store Suburban Ford of Sterling Heights Michigan Years in Business 18 Years at Current Dealership 3 Keys to Success Serra gives credit to The Suburban Collections F I Director Gary Allgeier When she fi rst started in fi nance she remembers Allgeier talking to the team about the 300 Percent Rule Present 100 percent of the products to 100 percent of the customers 100 percent of the time period Its a rule shes followed ever since Serra says she tries to be as thorough as possible when working with customers Thats what shed want if she was on the other side of the desk she adds Tire and Wheel Customer Objection Ive been driving around for a long time and Ive never had a problem I think Ill take my chances Serra I hear you Im going to go out on a limb for a moment The Sat