Speaking at industry magazine AM’s aftersales conference, Angela Barrow, managing director of Emac’s motor service plans UK and Europe, said service plans are not a hard sell, but are something which customers want.
According to Barrow, figures from Emac show customers are 60 per cent more likely to return to the garage for servicing if they purchased a service plan compared to 40 per cent who are not service plan holders.
CarVue’s Marketing Director, Alex Knight said: “Whilst service plans provide a way for customers to budget for routine servicing by paying a set monthly amount or a one-off, upfront cost, in general, they do not fall under the auspices of the Financial Conduct Authority so if your business is not FCA authorised, this should not be an obstacle when considering selling service plans.”
“There are several service plan providers on the market so you don’t have to manage the payments yourself or develop your own marketing materials to promote them, yet your garage will still reap the benefits of returning customers and customer loyalty.”
Service plans encourage customers to return to your garage for their vehicle’s next service simply because they will have paid for it by the time their service is due.
As well as enabling motorists to better manage their finances and not have to find the money for a larger than usual outlay, a service plan means a customer fixes the price of their next service irrespective of any price increases.
Let us know if you offer service plans in your garage by leaving your comments below – how popular are they among customers? If you don’t yet offer such plans, would you ever consider it?