David Diem, Partner
The automotive sales industry is continually evolving and reinventing itself to meet the standards of a new normal. Auto dealers have realized that selling vehicles alone is not the key to driving maximum profit. Dealers are now switching gears and exploring ways to increase revenue with finance and insurance (F&I) products and drive more business to parts and service departments. With top-quality vehicle service contracts (VSC), dealers can provide peace of mind and coverage for future, unexpected vehicle repair costs for their customers, which makes for a great customer experience and leads to incremental sales. However, dealers are often prone to losing revenue and customer loyalty when third-party marketers sell their inferior VSCs to their customers. They need an effective post-sale marketing partner that can equip them with the right tools to sell their VSCs after the customer leaves the dealership. Enter Automotive Product Consultants LLC (APC) and their Post- Sale Vehicle Service Contract Marketing Program.
APC is an experienced, proven leader in post-sale VSC marketing for the last 20 years in the automotive industry. The company partners with administrators, original equipment manufacturers (OEM), and dealers to help them earn additional income with “turn-key” revenue-producing programs driving incremental service contract sales with no-cost, dealer branded programs.
Trailblazing Automotive Marketing
“Not all customers purchase vehicle service contracts when they purchase a vehicle. This creates an opportunity for dealerships to market those customers downstream and capture revenue, customer loyalty, long-term customer retention, and foot traffic,” says David Diem, Partner at APC. Putting things in perspective, Diem explains that, on average, a franchise dealer sells a VSC to 35 to 45 percent of customers, while the rest walk away without one. To this end, APC helps dealerships recover these missed VSC opportunities by providing dealers with their own Post-Sale Vehicle Service Contract Marketing Program.
By leveraging proprietary data marketing analytics and predictive models, APC provides dealerships or manufacturers with a no-risk, no-cost solution to increase brand awareness and obtain the best results.
Kyle McEvoy, President
“We can leverage the data that dealers currently have in their systems to drive sales through their F&I department and help them earn service and parts revenue. Our ultimate goal is to deliver the right message to the right customer at the right time,’” notes Kyle McEvoy, President, APC. “The program serves every department in a dealership by keeping more customers in coverage, keeps them coming to Service, and ultimately leads to sales with quality trade ins.”
APC leverages a highly sophisticated data modeling platform, state-of-the-art mail equipment, and email marketing platform, developed and perfected over the last 20 years, to market VSCs. “Although most dealers may rely on their CRM in an attempt to market and sell VSCs to customers immediately following the vehicle sale, which is more like a one-shot process, we follow a sophisticated approach to marketing VSCs throughout the ownership lifecycle of the vehicle and delivering value to the dealer with our tools,” says Diem.
Ensuring the Post-Sale Marketing Success for Auto Dealers
Whether an independent dealership or dealership group, in addition to the commissions from the sales of every VSC sold, dealers can earn service and parts revenue from the claims that come into their store on the service contracts. APC partners with service contract administrators or manufacturers to introduce the program to dealerships to enhance revenue post-sale. Once dealers enlist APC, the company begins setting up the dealer’s program. APC leverages dealers’ customer data through certified interfaces with dealer management systems (DMS). As a next step, the data required for the program is automatically sent to APC’s secure data warehouse via an encrypted file format. APC then leverages its proprietary marketing analytics engine to mine the data. The marketing program is custom branded with the dealer’s name, brand, logo, and signature to initiate VSC sales. In essence, APC acts as a powerful technology engine driving the process in the background.
The overarching theme that marks the success of APC is its deep-rooted expertise and years of unwavering focus on data security. Backed by highly seasoned automotive executives, APC delivers the finest-quality, no-cost programs. “Our decades of experience in building our own custom systems, along with our predictive models for determining buying propensity, sums up why our solution is the best option for a dealer to capitalize on post-sale marketing,” remarks Tom Abraham, VP of National Sales at APC. The company also has an optimization program in place to drive continued growth and improvement.
APC continues to blaze the trail focusing its efforts on creating post-sale marketing awareness for dealers. Through this, the company aims to educate dealers across the US on their ability to protect and insulate their dealerships and their customers from the risks of third-party marketers. APC has expanded the Post- Sale Vehicle Service Contract Marketing Program to offer Conquest Marketing. This no-cost enhancement will enable dealers to target consumers in their community that fit marketing criteria but have not done business at the dealership which in turn drive additional VSC, service and vehicle sales. The company continues its practice of building partnerships with administrators to help dealers up their post-sale VSC marketing game resulting in increased store traffic and service drive profits.