Capitalizing on the rise in consumer demand for service – Jeff Cowan

If dealers are not having record-breaking months in their service departments at this moment in time, then they are doing something wrong. While industry endures the COVID-19 pandemic, consumers are easier to sell to now than ever before. To explain his theory on why this is, we welcome back Jeff Cowan, President of Pro Talk, fixed-ops expert, and acclaimed speaker. 

With anxiety still swarming around COVID-19, mass transit sits in a precarious position. This means that consumers are relying heavily on their cars to complete essential tasks. However, without proper vehicle service and maintenance, there’s no telling what could happen. So, customers are taking extra precautions. The dealers who understand this kind of customer, are doing record numbers to meet consumer demand.

According to Cowan, dealers need to double down on service for two reasons. The first is simply the demand. The second is with the large influx of sales around May, there is an opportunity to attract these customers to service.

Jeff Cowan has been training and consulting dealership service departments for over 30 years. His expertise has been featured on Fox News, ABC, and NBC. He is also the author of popular books like Write Service and Write Your Own Paycheck and Selling Service Advisor Pocket Guide.

Did you enjoy this interview with Jeff Cowan? Please share your thoughts, comments, or questions regarding this topic with host Jim Fitzpatrick at jfitzpatrick@cbtnews.com.