April '20

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58 THE SHOP APRIL 2020 Suspension modifications—usually lifts or leveling systems—are often the start of a complete customization package that fuels interest in modified vehicles. multiple USB ports, a pull-out awning and a Bluetooth speaker system, BASECAMP became associated with a fun place to hang out—and as an attractive dealership package. GOT YOU COVERED Warranty coverage will be the top selling point when proposing a lifted vehicle package to a new or used car dealership. Dealer principles and management are not looking to take on added risk when selling a modified vehicle. This hurdle can be easily overcome if restylers do their homework and align them- selves with only the best suspension manu- facturers. The industry's top companies will add an additional drivetrain warranty that not only covers their components, but also certain OEM components as well. This coverage brings peace of mind when a dealer is deciding on presenting these vehicles to its customers. Training the dealership sales staff on how to properly present the features and war- ranty to their customers is also an impor- tant piece to a successful aftermarket pro- gram. Driving a new lifted vehicle into a dealer's service lane and bringing service writers and managers up to speed on the features and warranty coverage that you as a restyler and the suspension manufacturer provide will save a lot of time and confu- sion when their customers drive in with these vehicles. You definitely want all the people inside the dealership excited to see these units sold and driven in for service and maintenance by their customers. BUILDING A REPUTATION Once a few sales are in the books for a dealership, it's time to expand your package offerings. Momentum is a key factor in growing the business. With a lifted vehicle on the show floor and one outside on the point, a plan should be in place on what's next. Working with an inventory manager to know what is on order and when certain vehicles will arrive shows your commitment to that dealer's success. Gathering all the information for a gen- eral manager to make a decision will mark you as more than just another vendor, but as a partner in profit. So, do the home- work—just like I tell my son, "you'll get out of it as much as you want to put into it." I don't know anyone who doesn't want to be part of something successful! DINO PERFETTI is a 32-year veteran of the automotive after- market and current chairman of the SEMA PRO Council. He is engaged with several industry professionals with visions of increasing the opportunities to bring products to market through car dealerships. Having joined Automotive Concepts in 2008, he is the sales manager, leading a team in customizing vehicles for over 250 dealerships throughout the Midwest. Contact him at The lift height will be determined by the desired tire size. Tire size can make or break a successful build. When suspension is the main ingredient in a package, the system must match the overall concept. DRIVING PROFITS UP

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