Raising Sales Penetration Numbers on Tough Dealer Customers

- October 17, 2011

Three groups of tough car shop­ping cus­tomers are mak­ing up to 40% of Safe-Guard’s F&I prod­uct cus­tomers. They are cash buy­ers, high-mileage used car buy­ers, and lease cus­tomers. Train­ing direc­tor Luis Gar­cia offered tips on rais­ing sales-pen­e­tra­tion aver­ages that dig into the intri­ca­cies of mar­ket­ing ser­vice plans, finance options, road­side assis­tance, avail­able cred­it card pur­chas­es, and pay-as-you-go leas­ing plans.