Dealership service drives perhaps might become even busier — in a good way — stemming from another development involving Black Book.
According to an announcement distributed on Wednesday, Black Book has partnered with Mobility Sales Solutions and its new Vin-Up solution for dealers and their service customers. Under the agreement, dealers are immediately alerted to each vehicle’s latest Black Book value when vehicles come in for service, enabling better resale opportunities with their service customers.
Service valets at dealerships are equipped with Vin-UP portable scanners and printers, handing the vehicle owner a Vin-UP ticket as they exit their vehicle. The ticket displays the latest Black Book value of their vehicle, and dealers have the option of offering incentives to that customer to take a few minutes to discuss the sale of that car.
“This program puts the customer first,” said Bruno Lucarelli, president of U.S. Vin-UP distributor Mobility Sales Solutions. “We encourage auto dealers to avoid aggressive sales tactics aimed at waiting service customers. Vin-UP dealers recognize that informing a customer of their Black Book vehicle value and giving them the option of discussing a sale or trade-in on their own terms is more indicative of a positive retail experience and will address brand retention.
“A dealer that performs 50 customer repair orders per day should transact a few dozen extra vehicles per month on the Vin-UP Program,” Lucarelli continued.
Black Book executive vice president of revenue Jared Kalfus also elaborated about what the partnership means.
“A turnkey automotive service customer vehicle buyback program that combines technology such as Vin-Up, and the most accurate vehicle values from Black Book will foster a more productive dialogue for dealers and their returning customers,” Kalfus said.
“Customers returning for service aren’t typically in the shopping mindset, so the ability to create a dialogue with an accurate value of their vehicle creates a less adversarial environment to begin a discussion, creating a win-win scenario for both parties and fostering an environment of trust,” he went on to say.