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MPi Releases new eBook for Auto Dealers

July 18, 2011

Earning the Green Light to Customer Upsell Profitability 

Las Vegas, NV —The ability to add legitimate line items to every repair order is a proven way for auto dealers to boost parts and labor profits – and retain customers, yet many fail miserably at the upsell process. To help auto dealers in this upsell process, MPi ( the leading provider of vehicle inspection tools, processes, and consulting for auto dealer service departments, today announced the release of a new eBook, Earning the Green Light to Customer Upsell Profitability.

“As straightforward as the upsell process sounds –and is – advisors often choke at upselling their customers. Yet a recent J.D. Power and Associates customer satisfaction survey notes that upsell work benefits both the customer and dealership – customers gain longer vehicle life and dealerships additional revenue,” commented  Les Silver MPi Chairman/CEO. “Some of the dealerships mentioned in Earning the Green Light to Customer Upsell Profitability are achieving monthly upsell parts and labor sales of $100,000 and more a month, using a process that helps them educate customers about their vehicles’ service, which builds confidence in upsell recommendations,” Silver added.

What auto dealer service advisors need to know about upselling customers – how to do it correctly and how to do it so customers sell themselves – is outlined in the eBook, Earning the Green Light to Customer Upsell Profitability.

Some highlights:

• How to navigate perceptions so upsell isn’t viewed as a negative by customers – or advisors
• How to develop advisors who feel confident in presenting upsell opportunities
• How to move customers to “green” so the upsell can happen naturally
• How to upsell customers so the dealership improves its parts and labor sales

“Whether your shop has one advisor or a dozen, they can learn to see real value in the upsell process. As a result, they become adept at presenting additional service recommendations in a manner that builds customer trust and gains their additional business,” said Silver.

The new eBook can be downloaded at:

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