Need More Trade-Ins? Leverage Your Service Department!

Dealers are continuously seeking for new methods to profit from the spike in demand for car repair. This is because there is a high demand for vehicle maintenance. As the number of available items continues to dwindle, the time has come for both Sales and Service to collaborate. When you have the consumer in front of you, the sales process is considerably simpler, and thankfully, there is never a lack of people coming into service bays. When a customer comes in for service, it's a great time to discuss a trade-in price and show off your newest models. Not only does this provide a chance for your dealership to restock highly sought-after used inventory, but it also provides benefits to the client. Customers may receive the greatest value for their money when they trade in a car that is in good condition because used automobiles are selling for prices that are almost identical to those of brand-new vehicles. When this occurs, car dealerships have the opportunity to add another pre-owned vehicle to their lots for the purpose of selling it to consumers who are on waiting lists for certain inventory. The following are some actions that need to be taken if you want your Service Department to become the most valuable resource for trade-ins at your dealership and for you to be able to track how well it is doing.

Make a list of your existing customers!

There is some leeway in the criteria for your list. For instance, it may include customers who own vehicles that are between three and five years old, customers who own vehicle models with body styles from an earlier generation, customers who own vehicle models that are in high demand, and customers who have not replaced a recalled component in their vehicles. When looking for clients that have certain cars that match, using your Service CRM might be a helpful tool in your search. In addition, the Search For A Call report in Car Wars is equipped with a Keyword Search option, which enables you to identify prior calls with consumers whose information matches the parameters you provide. Bear in mind that the new vehicle inventory you presently have on the lot may influence the criteria that you choose to use.

Attach Items to Your List!

You've conducted the necessary research and put in the necessary labor to compile your list; what comes next? Make advantage of technology to support you in your efforts so that you don't have to put up with unneeded roadblocks. The Car Wars Campaign Dialer is responsible for the creation of calling lists, often known as campaigns, the distribution of those lists to agents, the effective placement of calls from Car Wars, and the generation of reports on the status of campaigns. When it comes to your team, after they have been given a campaign, they will be able to access their Car Wars account and see a dropdown list of calls they need to make. On the main Campaign page, managers are able to keep an eye on how far along the campaign is getting.

Make a call to the customers on your list... and then follow up!

Put the handsets to your ears and begin making calls. In order to ensure that everyone on the list gets reached, your staff should make it a daily priority to schedule time in their calendars for making outbound calls. You may keep your crew responsible in Car Wars by tracking their overall call performance using the Staff Activity report. This can be done in the game. Verify with your team that those contacts were contacted again in order to avoid missing any opportunities because of consumers who didn't pick up the phone or who left voicemails. The objective here is to schedule an appointment so that your Service adviser can provide you with a trade-in estimate at that time.

Pull and display trading quotations.

After you have gone through your list and established which clients will be coming in for service appointments, you should collaborate with your sales staff to come up with trade-in rates for each individual customer. After the maintenance has been completed, have your sales representative or service adviser provide the customer with an estimate of what they may get for their trade-in. Make sure to schedule a solid appointment at a later date in the event that the customer is unavailable to continue discussing the estimate or look at a new vehicle. In the event that the client is unable to commit, reassure them that you will continue to follow up in the appropriate manner. Have your sales consultant or sales representative send a text message to the customer with a copy of the trade-in estimate as soon as the consumer leaves the dealership. Set up a follow-up procedure with a consistent cadence to make sure that each customer is followed up with in an appropriate manner and that they are given enough time to examine your offer. For instance, once you have sent your follow-up text, your adviser should call the client and introduce him or her to a certain Sales agent. This should take place after you have sent your follow-up text. Then, after a week has passed, have the agent send another email to the customer informing them of the new inventory that has arrived on your lot and which they may be interested in purchasing. Send one more SMS to follow up on your trade-in quote before the end of the month, since it is still valid until then.

There is no way to see into the future or consult a crystal ball to determine when the present market will shift. Why not make every effort to make the most of this opportunity while you still have it? It is beneficial for your whole dealership to utilize the Service Department in order to aid in the trade-in cycle, improve inventory, and promote sales of new vehicles.