How tech pitches boost service plans

摘要

Stressing the high cost of computer repairs helps some stores sell more vehicle protection. "You're driving a spaceship." That's what Megan Jacoby tells customers when she pitches an extended-service contract to them. And when Jacoby, the finance director at Bob Smith BMW in Calabasas, Calif., shows customers a cutaway drawing listing the computerized parts in their car and the costs to replace those components, an extended-service contract sale is likely, she says.