It’s no secret that aftermarket F&I sales represent an incredibly lucrative opportunity. What you may not know is that this revenue stream is open to you right now. How? Through a partnership with a reputable company that can generate dealer-branded marketing programs to capture business that is otherwise walking out the door.
What makes this prospect even more attractive is that it answers a need that has grown throughout pandemic retailing by offering month-to-month subscription-model VSC products. Affordable and flexible, no-contract monthly VSCs meet customers’ budget concerns, keep their vehicles in good repair when they may be less eager or able to get into a new one, and keep them connected to the selling dealership and its in-house repair facilities — an important revenue source as chip shortages continue to impact inventory.
“When it comes to VSCs, dealers are well aware that an initial ‘no’ in the F&I office is really more of a ‘not right now’,” explains Edvie Castro, co-founder of servicecontract.com, the company pioneering this new format. Easy for customers to say yes to without the pressure they may feel at the point of sale or the fear of being trapped in a long-term commitment, a month-to-month VSC is a breakthrough opportunity. “It’s the Disney+ of VSCs,” says Castro. “Everyone gets this model now.”
How does this benefit you as a dealer? You can easily plug this in, regardless of your current F&I provider. As post-sale products, there’s no competition with the F&I products you are marketing through standard point-of-sale F&I channels.
“This is an entirely new add-on” Castro says. “Built-in commissions, tiebacks to the service drive, and other perks for dealers make it a lucrative proposition.”
Servicecontract.com is a digital marketing and sales service designed specifically to help dealers remarket to customers who did not buy a service contract at the point of sale. When a dealership is ready to unlock the opportunity to offer their customers a second (or third) chance to access valuable vehicle protection, servicecontract.com rolls out a powerful dealer-branded marketing program including:
- Fully white-labeled branding including a personalized servicecontract.com website and customer portal, marketing materials, and all customer communications clearly tailored to represent the dealership.
- A call center staffed with highly trained industry specialists who handle marketing calls as well as claims inquiries on each dealer’s behalf, eliminating the need for additional burden on dealers’ BDC or F&I departments.
- Seamless integration with a dealer’s DMS.
- Careful assessment of customers’ pain points and service needs.
There is no downside to this approach. For dealers, it opens a new revenue stream with no heavy lift. For agents, it is a unique tool to be offered to any dealer as a potentially lucrative win-win endeavor. For customers, particularly those making careful calculations to avoid burdensome repair bills or the need for a new car purchase during uncertain times, it offers both protection and convenience.
Furthermore, servicecontract.com connects with customers at the right moments (i.e., as their warranty expiration date approaches or as a follow-up to a costly repair that demonstrates the potential value of coverage) to capture their interest and bring them into the sales funnel. As the pipeline for post-sale VSC opportunities is continually refreshed, it’s easy to see the potential waiting to be tapped. This model is a game-changer, and you are invited to get in the game right now.