Stop Paying Your Customer's Repair Bill! Financing First. Discounting Last.
About this episode
Jen Suzuki discusses the importance of offering financing before discounting in service departments to improve profitability.
This is a very simple strategy that is overlooked all the time! You will mprove your ELR at same time. If you're discounting before offering financing, you're doing it backwards. In this episode, Jen Suzuki tackles one of the biggest profit leaks happening in service departments every day. Advisors hear a repair total, feel a little customer hesitation, and immediately start shaving dollars off the repair order. The problem? Most customers aren't saying no because of the total cost. They're reacting to the immediate out-of-pocket impact. Jen breaks down why discounting weakens value, lowers ELR, reduces gross profit, and trains customers to negotiate every future visit. More importantly, she shares a simple mindset shift that helps advisors protect the repair, protect the technician and create more opportunities for customers to say yes. You'll learn how to present financing naturally, why payment options change the conversation, and how top advisors use flexibility instead of discounts to increase approvals, improve hours per RO, and build more trust. If you want stronger MPI approval rates, higher gross profit, and more confidence presenting recommendations, this episode is for…
Sponsors
LotLinx.com, Matador.ai, ZukiTalk.com
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