A new, free e-book designed to help auto dealers become better at upselling their service offerings is now available for downloading.
Click to download this e-book from MPi
The ebook, “Earning the Green Light to Customer Upsell Profitability” was created by MPi, and is available by clicking on the “publications” link on the company’s website at: (www.mpi-edge.com). Just click on the “publications” link.
The company says the book was designed to help auto dealers add legitimate line items to every repair order to boost parts and labour profits – and retain customers. MPi provides a range of vehicle inspection tools, processes, and consulting for auto dealer service departments.
“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,” said 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.
Some highlights of the book include:
• 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; and
• How to upsell customers so the dealership improves its parts and labour 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.
You can find the book at MPi’s site or download it directly with this link:
http://www.mpi-edge.com/media/22710/earning_the_green_light.pdf
