Look for every opportunity to retain loyalty customers who have already returned to market, including
exploring pre-owned options or lease extensions to bridge the gap between contracts if their desired
vehicle is not currently available.
You should aim to create a buying experience that speaks to customers' concerns, including marketing
F&I products like extended warranties and wrap coverage, or even assistance in raising their credit score.
For those preparing to return to market, consider leveraging pre-orders and reserved orders or retailing
your vehicles in transit to ensure your loyalty customers can purchase their next dream vehicle at your
dealership. Rather than shying away from things like price and payment, set the stage for a positive
customer experience by discussing the available current, and projected, rates and availability for
possible vehicles that match their needs.
