Great menu presentation! I know this presentation was staged, but I love the way the guy came back in for the kill at the end.
This video is a good refresher for any F&I manager.
Next post: Objection handling: Pre-paid Maintenance
More on the US Fidelis fiasco
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Showing posts with label Tire / Wheel. Show all posts
Showing posts with label Tire / Wheel. Show all posts
Thursday, September 8, 2011
Friday, December 11, 2009
You Need a Solid Partner When it Comes to Tire & Wheel Road Hazard Protection
As Tire & Wheel Protection gains market share and program scope, it continues to be an evolving program for both third party administrators and underwriters.
However, due to recent developments in the industry, some providers may be leaving the Tire & Wheel business.
Others may not be offering a fully-compliant product.
You may have noticed changes from your providers and their insurers lately.
While this isn't a surprise due to today's challenging market, it makes it obvious who you want to partner with in the long run.
Where price in the short term used to be the key decision maker, sustainable relationships and coverage for your customers should be at the forefront of any decision process now.
Make sure that your Tire & Wheel partner and all of your F&I providers can provide the service and comprehensive coverage you expect for the long run.
Make sure your F&I provider:
* Offers free training for both agents and dealer personnel.
* Has solid relationships with A-rated insurers.
* Puts claims customer satisfaction first.
* Facilitates immediate credit card claim payments.
* Manages fully compliant programs.
* Offers the most comprehensive product on the market, not just a cheaper product that result in more exclusions (and less satisfaction).
Send an email to AutoFinanceInsider@yahoo.com with Tire/Wheel Info as the heading and I will send you information on the BEST tire @ wheel program in the industry. It's the one I use and recommend.
AFI
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Tags: Automotive Finance, F&I, Finance & Insurance,
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Thursday, June 11, 2009
F&I Objection Handling: Roadside Assistance with Tire and Wheel Road hazard Protection
Objection: I have roadside assistance with AAA.
Response: Excellent. Obviously you already see the benefits of roadside assistance.
"Which AAA coverage plan do you have? AAA standard @ $64* per year? Or, AAA Plus @ $97* per year?"
"With AAA, you’ll be paying approximately $500* over 5 years, and you still won’t have protection from roadside hazards. For only $_____ per month you can have both the Roadside Assistance and Tire & Wheel Road Hazard Protection. Your tires are the only parts of your vehicle that touch the ground, and tire and wheel repairs are the most expensive repairs you will have that are not covered by the manufacturer’s warranty."
Best Practices:
1. Know your product! Many manufacturers do not provide towing unless the breakdown is due to failure of a covered part. Towing is only available if the vehicle is still under factory warranty. How much factory bumper - to - bumper is still left on the vehicle?
2. Present your customer with a copy of owner’s manual detailing what’s covered by factory roadside assistance and present it as an “upgrade” to limited factory coverage.
3. Sell it as a combo. It is the Roadside Assistance and Tire & Wheel Road Hazard Protection Plan. Point out that the factory offers NO coverage for roadside hazards.
4. Stay current on AAA Membership Benefits and rates. For example, in the South, AAA’s Membership Benefits Chart can be found online at www.aaasouth.com/membership.asp.*
!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!
*** If anyone would like to offer this fantastic product in the F&I office, I am also the acting rep! Call 1-800-671-1454 or send an email to autofinanceinsider@yahoo.com. The incentive / rewards program for the F&I managers will blow your mind. LET"S TALK! --- AFI
!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!
Check out Tire and Wheel objection handling on this You-Tube Video:
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Tags: Automotive Finance F&I Finance & Insurance
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Sunday, May 3, 2009
Handling F&I Objections: Combination Products
Tire & Wheel, PDR and Windshield
Objection: I don’t want to raise my payments anymore
Response: I understand … what you are saying is that you are on a budget and staying within it is important, correct?
Customer: Yes, that is correct.
Response: You will notice that with this protection, your payment is $548 per month and without it is $529 per month. So, for only $19 per month, you are budgeting for any future expenses and the peace of mind that goes along with that. Wouldn’t you agree that the $548 payment makes more sense for your long term budget?
Objection: I already have insurance.
Response: I understand … Unfortunately, many of the perils that UVP protects you from will cost less than your deductible. Not to mention the fact that your insurance company will not replace or repair a rim or tire damaged by a road hazard. With UVP, you are protecting yourself from the three most common perils of owning an automobile. With this protection, you are buying not only peace of mind but convenience as well. Would you prefer the 3 year, or would you like to upgrade to the 5 year?
Objection: I just don't think I need it.
Response: I understand. Earlier you told me that you plan to trade this vehicle in 3 years like you have with your previous vehicles. Many factors go into the value of a trade-in such as: mileage, color, tire wear and body condition. The UVP coverage can easily increase the value of your trade because it’s going to cover the three most common perils of automobile ownership, and they will have been taken care of prior to trading your vehicle. Do you want to take advantage of the 3 year option or upgrade to the 5 just in case you keep this one a little longer then the last?
Objection: I can afford to pay for these items as they happen.
Response: I understand … and it is nice to know you have that to fall back on. But, if you don’t mind, could I ask you a question?
Customer: Sure.
Response: Why would you want to spend your time and energy on something you probably don’t really have time for? (Short pause)
With UVP, repairs can be made on your schedule and at the locations that allow better utilization of your time. UVP covers the three most common perils of owning an automobile and it’s not going to be a question of if they happen but when. Let me simplify your life today with the UVP program for only $19 a month or a single payment of ______.
PRINT THIS FOR YOUR RECORDS:
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Tags: Automotive Finance F&I Finance & Insurance
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Objection: I don’t want to raise my payments anymore
Response: I understand … what you are saying is that you are on a budget and staying within it is important, correct?
Customer: Yes, that is correct.
Response: You will notice that with this protection, your payment is $548 per month and without it is $529 per month. So, for only $19 per month, you are budgeting for any future expenses and the peace of mind that goes along with that. Wouldn’t you agree that the $548 payment makes more sense for your long term budget?
Objection: I already have insurance.
Response: I understand … Unfortunately, many of the perils that UVP protects you from will cost less than your deductible. Not to mention the fact that your insurance company will not replace or repair a rim or tire damaged by a road hazard. With UVP, you are protecting yourself from the three most common perils of owning an automobile. With this protection, you are buying not only peace of mind but convenience as well. Would you prefer the 3 year, or would you like to upgrade to the 5 year?
Objection: I just don't think I need it.
Response: I understand. Earlier you told me that you plan to trade this vehicle in 3 years like you have with your previous vehicles. Many factors go into the value of a trade-in such as: mileage, color, tire wear and body condition. The UVP coverage can easily increase the value of your trade because it’s going to cover the three most common perils of automobile ownership, and they will have been taken care of prior to trading your vehicle. Do you want to take advantage of the 3 year option or upgrade to the 5 just in case you keep this one a little longer then the last?
Objection: I can afford to pay for these items as they happen.
Response: I understand … and it is nice to know you have that to fall back on. But, if you don’t mind, could I ask you a question?
Customer: Sure.
Response: Why would you want to spend your time and energy on something you probably don’t really have time for? (Short pause)
With UVP, repairs can be made on your schedule and at the locations that allow better utilization of your time. UVP covers the three most common perils of owning an automobile and it’s not going to be a question of if they happen but when. Let me simplify your life today with the UVP program for only $19 a month or a single payment of ______.
PRINT THIS FOR YOUR RECORDS:
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Tags: Automotive Finance F&I Finance & Insurance
Credit Repair va
Friday, April 10, 2009
Handling F&I Objections: Key / Remote Replacement Plan
Objection: That seems expensive.
Response: The plan basically costs $49 per year (six-year finance) or $59 per year (five-year finance). People pay that for AAA for peace of mind, and AAA doesn’t cover the one loss you are most likely to have with your car. This way, you have a roadside plan that can save you a lot of time and money. Doesn't that make sense?
Objection: (For Leases) That seems expensive.
Response: Did you know that the most likely charge you would get at the end of your lease is a charge for around $375 to replace a key? Most people only turn in one key at the end of their lease. Let’s face it, a lot can happen in three years, and they usually misplace the spare. Isn't an extra $6.00 a month a good value?
Objection: I never lose my keys. I don’t think I need that.
Response: I’m sure you’ve misplaced them before and had to search the house, your office or your bag for them, right? Most people do that hundreds of times. Did you know that our parts department cuts more than 150 keys per month?
Just imagine the added stress knowing that it could cost you up to $700 for the key replacement, tow and rental. I really think you should go with it.
Objection: I wanted to keep the payment at what I was quoted.
Response: No problem at all. You must have your budget well planned. The $279 is what you pay for the car. Our Key Replacement Plan prevents the car from costing you more down the road. What if you experienced, say a $500 loss from losing your keys? Take that $500 for one year and divide it by 12 – that’s more than $40 per month added to your payment. Now you are at $319 per month for that year. Adding the Key Replacement Plan only brings your payment to $289. Does that make sense? What if I can work with you a little to allow you to get the plan and still keep your payment at $285? Would you go with that?
Opportunity: I don’t need it, but my wife, daughter or son could use key replacement. He/she always loses her keys.
Response: Great, we can offer the program to any family member. We just need to fill in his/her information. We can give him/her a set of key tags now. You get the new car, and he/she walks away with something for his/herself. The best news is that you can pay for it for him/her.
Opportunity: Key Replacement Plan has a high-perceived value and low cost making it perfect as a closing tool for other products.
EXAMPLE 1
F&I Manager: You like the parts and labor agreement I mentioned to you right? It covers the car, bumper to bumper, for 6 years and 100,000 miles?
Customer: Yes
F&I Manager: What if I was able to include the Key protection in the cost, and your payment was only $279 – would you go with that? (Ex - Add another month to the term).
EXAMPLE 2
F&I Manager: Of the products I mentioned, which ones interest you the most?
Customer: Appearance Protection, the LoJack, the GAP, etc.
F&I Manager: What if I was able to give you the Key Replacement and the pro-pack (or the GAP), and keep your payment at $289? (Slightly reduce product prices and/or increase loan term).
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Tags: Automotive Finance F&I Finance & Insurance
Credit Repair va, Credit Repair blog, Credit Restoration
Thursday, January 29, 2009
Guide to Handling Objections: Tire & Wheel, Paintless Dent (Combination Products)
Thanks to Safe-Guard Products International:
Objection: I don’t want to raise my payments anymore
Response: I understand … what you are saying is that you are on a budget and staying within it is important, correct?
Customer: Yes, that is correct.
Response: You will notice that with this protection, your payment is $548 per month and without it is $529 per month. So, for only $19 per month, you are budgeting for any future expenses and the peace of mind that goes with it. Wouldn’t you agree that the $548 payment makes more sense for your long term budget?
Objection: I already have insurance.
Response: I understand … Unfortunately, many of the perils that UVP protects you from will cost less than your deductible. Not to mention the fact that your insurance company will not replace or repair a rim or tire damaged by a road hazard. With UVP, you are protecting yourself from the three most common perils of owning an automobile. With this protection, you are buying not only peace of mind but convenience as well. Would you prefer the 3 year, or would you like to upgrade to the 5 year?
Objection: I just don't think I need it.
Response: I understand. Earlier you told me that you plan to trade this vehicle in 3 years like you have with your previous vehicles. Many factors go into the value of a trade-in such as: mileage, color, tire wear and body condition. The UVP coverage can easily increase the value of your trade because it’s going to cover the three most common perils of automobile ownership, and they will have been taken care of prior to trading your vehicle. Do you want to take advantage of the 3 year option or upgrade to the 5 just in case you keep this one a little longer then the last?
Objection: I can afford to pay for these items as they happen.
Response: I understand … and it is nice to know you have that to fall back on. But, if you don’t mind, could I ask you a question?
Customer: Sure.
Response: Why would you want to spend your time and energy on something you probably don’t really have time for? (Short pause)
With UVP, repairs can be made on your schedule and at the locations that allow better utilization of your time. UVP covers the three most common perils of owning an automobile and it’s not going to be a question of if they happen but when. Let me simplify your life today with the UVP program for only $19 a month or a single payment of ______.
Not bad.
BACK TO THE AFI TODAY HOMEPAGE:
Print this article for your records.
Tags: F&I, f&i manager blog, Credit Repair va, Credit Repair blog
Objection: I don’t want to raise my payments anymore
Response: I understand … what you are saying is that you are on a budget and staying within it is important, correct?
Customer: Yes, that is correct.
Response: You will notice that with this protection, your payment is $548 per month and without it is $529 per month. So, for only $19 per month, you are budgeting for any future expenses and the peace of mind that goes with it. Wouldn’t you agree that the $548 payment makes more sense for your long term budget?
Objection: I already have insurance.
Response: I understand … Unfortunately, many of the perils that UVP protects you from will cost less than your deductible. Not to mention the fact that your insurance company will not replace or repair a rim or tire damaged by a road hazard. With UVP, you are protecting yourself from the three most common perils of owning an automobile. With this protection, you are buying not only peace of mind but convenience as well. Would you prefer the 3 year, or would you like to upgrade to the 5 year?
Objection: I just don't think I need it.
Response: I understand. Earlier you told me that you plan to trade this vehicle in 3 years like you have with your previous vehicles. Many factors go into the value of a trade-in such as: mileage, color, tire wear and body condition. The UVP coverage can easily increase the value of your trade because it’s going to cover the three most common perils of automobile ownership, and they will have been taken care of prior to trading your vehicle. Do you want to take advantage of the 3 year option or upgrade to the 5 just in case you keep this one a little longer then the last?
Objection: I can afford to pay for these items as they happen.
Response: I understand … and it is nice to know you have that to fall back on. But, if you don’t mind, could I ask you a question?
Customer: Sure.
Response: Why would you want to spend your time and energy on something you probably don’t really have time for? (Short pause)
With UVP, repairs can be made on your schedule and at the locations that allow better utilization of your time. UVP covers the three most common perils of owning an automobile and it’s not going to be a question of if they happen but when. Let me simplify your life today with the UVP program for only $19 a month or a single payment of ______.
Not bad.
BACK TO THE AFI TODAY HOMEPAGE:
Print this article for your records.
Tags: F&I, f&i manager blog, Credit Repair va, Credit Repair blog
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