Rick McCormick, national account development manager of Reahard & Associates Inc., is sharing his expertise with automotive dealers and managers on how to consistently and ‘intentionally’ enable the service drive customer to see their need to cover mechanical breakdowns before they happen.
The struggle to sell service contracts in the service drive has long been characterized by training focused on “selling better.” Yet customers have little interest in being sold. This workshop will provide steps to creating a winning strategy in your dealership service drive, which demands cutting edge technology that is coupled with cutting edge techniques. Rick McCormick will show you how to create the mentality, motivation and methodology that must be in place for the technology to effectively accommodate the effort of your team. We will look at the video war being waged by Blockbuster, Red Box and Netflix and the great insight it provides into customer behavior and why one of them is winning the loyalty of customers where little existed before. You will leave with 10 “intentional” steps to implement immediately to enable your service team to effectively use service contracts to protect customers from the cost of future repairs and provide more long-term customer relationships at your dealership.
What will you learn and what action items will you take back to the dealership?
1. Learn the number one reason technology fails to drive business in the service drive and the most effective manner to move your service team to embrace and excel in the service drive sell.
2. Learn the three most important factors that must be implemented to assure consistent success with the service drive sell.
3. Learn how service consultants can effectively make the “invisible” service contract “visible” by utilizing the techniques that the top producing consultants are using.
Rick McCormick, national account development manager of Reahard & Associates Inc., has more than 25 years of sales experience, with over 6½ years in the retail automobile business. McCormick has also served as an ordained minister, and attributes his success in both vocations to consistently asking one question… “What’s your story?”
McCormick has authored articles on F&I that have consistently appeared in F&I Showroom and Agent Entrepreneur magazine and has presented at the F&I Conference each of the last four years and the inaugural Agent Summit in 2011. He is a member of the Association of Finance and Insurance Professionals.
A 12th Digital Dealer® Conference & Exposition Featured Speaker: Rick McCormick presents: Selling Service Contracts on the Service Drive – When Before Meets After: How to consistently and ‘intentionally’ enable the service drive customer to see their need to cover mechanical breakdowns before they happen.
We’re building out the agenda, selecting speakers and topics for more than 90 sessions that are laser-focused on all things digital.