HUTCHINGS CHEVROLET
 

SERVICE CONTRACT

A.    Disclose Factory Warranty & History

        1. Explain Manufacturer's defects and normal wear and tear

        2. Ask who will be responsible for repairs when warranty expires

B.    Explain Service Contract with Brochure

C.    After Value is see by customer ... Present Matrix

        1. Set for Either / or Close

        2. Offer to add S/C to _______ Payments...

        3. Go straight to conversion and assume S/C when possible

OBJECTION HANDLING

A.    Cost

        1. Inflation

            a. Research how I could sell $1295.00 S/C

            b. Parts ($60) + Labor ($40) = Now Price ($100)

            c. Parts ($90) + Labor ($60) = In 5 Years ($150)

            d. Will your car be in the shop 2, 3, or 4 hours         X10 hours = (2 hrs. X 5 Years>)

        2. Sell Factory Warranty

            a. Would you sell your factory warranty to me for $200, $400, or even $800?

            b. If a warranty is worth $800 on a new car with little chance of breakdown,
                what would it be worth on a 4 or 5 years old?

        3. Let's Play Mechanic

            a. You be a mechanic and I'll be someone who just bought a car.

            b. Now, I'll pay you $3.00 per week and if my car breaks down, you must fix it.

            c. Would you take this deal?  Why Not?

B. My last car never needed repair

    1. Space Shuttle

        a. How are cars made today: by people?

        b. How are Space Shuttles Made? 

            1. With all those engineers and millions of dollars, something still seems to go wrong.

        c. People are still not perfect and we still make mistakes.

        d. Are you willing to take that chance on this investment?

    2. Small Repairs Add Up

        a. Have you ever noticed an oil spot in your driveway?

        b. Maybe been afraid to investigate it's cause, thinking it could be a costly repair?

        c. This Service Contract could be used, no matter what the size of the problem.

    3. Increased Resale Value

        a. Did you just trade in a Car?

        b. Did you have a Service Contract on that Car?

        c. Because they are transferable, they increase the resale value of your trade.

C. I fix my own car / My brother is a Mechanic

    a. Where is your car most likely to break down?

    b. When is your car most likely to break down?

    c. Who will pay for the parts?

    d. Do you carry the correct tools in your trunk?

    e. How will you get home?

    f. Substitute transportation?

    g. Who will guarantee the work?