Master Your VSC and Extended Warranty Selling Skills for RV, Marine and Powersports Owners

Spring is in the air, which means it’s prime season for customers to start shopping for new summer toys. We’re not talking about a new bucket and shovel set to make sand castles; we’re taking about watercrafts, recreational vehicles, motorcycles and ATVs. These major investments will get plenty of use this summer, and it would be very unfortunate if the owners weren’t able to enjoy their new purchases to the fullest due to an unexpected breakdown and high repair costs. With a service contract or extended warranty coverage, these repair bills can be easily avoided and the customer can get back to enjoying their summer in no time. Follow these helpful tips below when upselling an extended service contract or VSC to your RV, marine and powersports customers.
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Ancillary Products: A Dealership’s Bottom Line Booster

Have you even gone to a doctor’s appointment and been asked, “Let’s take a look at those ancillaries, shall we?” Well, maybe you haven’t been asked that EXACT question, but you probably didn’t know you were asked something similar. Instead of ancillaries, your doctor wanted to check your temperature, blood pressure or reflexes. Now, picture this same scenario for your customers’ vehicles. The mechanic would check the condition of the windshield, tires and exterior. Some people don’t think this kind of inspection is vital to their vehicle’s general condition. However, if these components go a long time without the proper attention, it could lead to costly repairs that insurance companies won’t cover. People can purchase coverage for these sectors in the form of an ancillary to protect their vehicle and wallet in the long run. In this article, we will show you why ancillaries will boost your dealership’s bottom line and the best practices of selling them during a signing.
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Upcoming Training Course Selection

Looking for world-class training to assure your team has the knowledge, skills and attitude for success in 2015? With Interstate’s Corporate Training Centers, your team will be professionally trained and certified by our own team of training experts. We guarantee the most current knowledge is presented during all of our workshops, seminars and customized coaching sessions. Our trainers use structured exercises, role-play and written assessments to measure your staff’s ability to apply the practiced skill in the real world.

We are now offering the following training courses:

  • F&I Certification Training – This live, 3-day course illustrates the importance of the F&I introduction, personality triggers, menu methodology, objection handling and compliance awareness.
  • Advanced F&I Training – We lead the group learning by exploring each other’s real-world experience. Key Performance Identifiers (KPIs) are collected to compare the attendees’ strengths and gaps.
  • Total Customer Yield – This course that is specifically aimed at GMs, GSMs, Service Managers and Sales Managers to increase the customer experience, while generating higher profits per unit sold.

Check out our upcoming training dates and locations here.

It’s Not an Event, It’s a Process

Top trainer, Michael Marchione lays out a proven game plan for effective training

By: Michael Marchione
To the uninformed spectator it may look like professional football players have it easy. Play a game every week for a few months and make big bucks. But professional NFL Players are on the practice field 24/7. And when they’re not on the field they’re watching game film. These pros are the best of the best or they would not be where they are. Do they really need to practice and watch game film (training) when they have been running these same plays week after week for years?
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Interstate National Announces Major Upgrade to the Popular “StarProtect” Vehicle Service Contract Program

Atlanta, GA  June 24, 2014

Interstate National, a leading provider of extended warranties and vehicle service contracts, announces a major upgrade of its popular StarProtect service contract program for automotive dealers and consumers throughout North America.

The StarProtect program is offered through a large network of independent agents across North America to automotive dealers, who in turn sell StarProtect vehicle service contracts to purchasers of used vehicles.
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