Just because service-only customers have no sales history with your shop doesn’t mean you can’t offer them customized, easy-to-understand sales quotes right in the service lane. Quote™ makes it possible through our proprietary Average Payment Calculation. By generating a highly accurate quote from estimated sales data, it opens the door for a quick conversation with your customer to understand their current car-payment situation. From there, associates (service or sales) can present these service-only customers with a customized Conquest Handout that offers them a personalized custom quote.
Getting the conversation started
First, go to the service ledger and select the customer you want to quote. Ideal conquest candidates are your service-only customers who have an estimated payoff and who are scheduled to visit your shop soon. Once your customer is selected, choose “Print Handout” to print and/or save a PDF of their Conquest Handout.
Within the handout, you’ll find the customer’s Average Payment Calculation. This sets up the ideal opportunity for a Service Advisor or Sales Associate to talk to the customer about considering an upgrade—leading to the correct, updated payment data from the customer during the conversation.
Then, equipped with this information, the associate can update the customer’s information in Quote by going to the Customer Details page, selecting the Purchase tab and entering the updated payment and remaining term information.
From there, the system will automatically calculate the payoff for their current vehicle. Users can then create a new custom quote by going back to the Quotes tab, clicking on “Add Custom Quote,” and entering the payoff information. Then – based on what the customer currently drives and can reasonably afford – select the new (or used) vehicle you’d like to quote them with, complete the quote and click the Save button. The estimated payoff and equity information will now display on the Quote screen.
Taking the next step
To print out the Conquest Handout to share with the customer, click “Print Lead Sheet.” Now an associate is all set to work with the Sales Manager to present the customer with a fully customized sales quote. For questions about generating and using the Conquest Handout, please reach out to your Performance Manager.
Customer Only | January 10, 2019