RAC Warranty – structured sale – 29th August 2012
Structured used car sale becoming more important
More product choices risk customer confusion, says RAC Warranty
Structuring each used car sale is becoming more and more important as dealers offer a wider choice of added value products, says RAC Warranty.
The company points out that today a used car buyer may be offered finance, an extended warranty, tyre and wheel insurance, GAP insurance, SMART insurance, paint protection, fabric protection – and even more.
Ian Simpson, sales and marketing director at RAC Warranty, said that it was easy to make customers feel confused and fatigued by the sales process.
He explained: “Taking a customer through some or all of these options in a manner that promotes their benefits without making them feel hassled and tired is clearly something that dealers need to consider.
“It is all about creating a structured sale, proposing some or all of these products to the customer in a way that comes across as constructive, appropriate and professional.
“Certainly, as more dealers add more products to their portfolio, which is happening on a widespread basis, this is becoming something that frequently requires addressing.”
Simpson said that RAC Warranty worked with dealers that offered its products to ensure that a productive structured sale was created.
“This means taking account of several factors, from training of sales staff, to the right point of sale material, to recognising which products are the most appropriate for which buyers.
“It is an area where, we find, dealers often need external help, and we work hard to support them in order to maximise the benefits provided to dealerships and their customers.”
For press enquiries please contact:
Simon Wells at Paperchase PR on 01283 711311 / 07768 913430
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Notes to editors:
About RAC Warranty
RAC Warranty was formed by RAC in partnership with The Warranty Group in 2008.
It offers an extensive group of products. There is a range for FSA compliant dealers - Parts and Labour Cover at Silver, Gold and Platinum levels, GAP Loan Shortfall Insurance, GAP Return to Invoice Insurance, Tyre Insurance, MOT failure Insurance and Lost Keys Insurance. Depending on the level of warranty cover there is no exclusion to the age or mileage of the car as long as it meets minimum purchase price requirements.
Additionally, a new product called RAC
Service and Maintenance, providing excellent value to consumers but not subject
to FSA regulation has been developed which will allow a large number of dealers
to add significant benefits to their ongoing customer relationships.
About RAC
With around seven
million customers, RAC is one of the UK's most progressive motoring
organisations, providing services for both private and business motorists.
Whether it's roadside assistance, insurance, vehicle inspections and
checks, legal services or up-to-the-minute traffic and travel information - RAC
is able to meet drivers’ needs.
RAC is committed to providing the very highest levels of service to its
customers and ranked first for customer satisfaction by J.D. Power and
Associates' UK Roadside Assistance Study 2006 to 2009. RAC was also the
top-named breakdown organisation in the July 2009, January 2010, July 2010 and
July 2011 half-yearly UK Customer Satisfaction Index from the Institute of
Customer Service.
RAC was awarded a Which? Best Buy for Breakdown Cover in August 2010, and RAC
Insurance has also been awarded the Best Overall Vehicle Insurance Provider
2010/11 by themoneypages.com.
RAC's news releases and a selection of images are available from the internet
press centre at www.rac.co.uk/press-centre/.
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About The Warranty Group
The Warranty Group is the world’s premier provider of extended service plans, with operations in 33 countries and 2,100 employees. By providing underwriting, claims administration, compliance and marketing expertise, The Warranty Group is a single-source solution for manufacturers, distributors and retailers of consumer goods including autos, homes, consumer electronics and appliances.
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