In tough economy, dealers stress value of service plans

摘要

Tight household budgets have made extended service contracts a tougher sell, which in turn has made finance and insurance managers work harder to convince customers that the extra expense is worth it. For example, menu selling - where the F&I manager reviews the benefits of a service contract and other F&I products - can help build up the customer's perception of the value of those products, says Ron Coombs, COO of JM&A Group in Deerfield Beach, Fla.