For lease customers it's especially important to set clear expectations early, as many customers
may be experiencing higher prices when they return to market due to inventory shortages.
Your goal is to proactively prevent lease buyback, especially as many customers may have
increased equity in their vehicle, prompting some to consider trading in at a competing rooftop.
This doesn't just threaten a dealer's sales figures – it impacts their ongoing service revenue,
pre-owned inventory and more.
1. Identify and prioritize the best
opportunities to keep customers
engaged at each stage of their buyer
journey. This includes post-purchasing
messaging related to options like
maintenance plan upgrades, as well as
regular brand updates.
2. Work with customers to explore lease
extension options to help bridge the gap
between contracts if their desired vehicle
is not currently available.
3. Discuss pre-order or reserved order
options – as well as their estimated
delivery dates – or even similar models
that are immediately available that
meet their needs.
4. If the customer does buy back their
lease, ensure the customer processes
their buyout at your store and not
through their captive finance company or
another dealership. Capitalize on the
opportunity for gross – and ensure you
leave the customer with an incredibly
positive experience that keeps them
connected to your store into the future.
Lease Buybacks: Basic Plan
