Only 34% of professional salespeople offer insurance solutions associated with the purchase of the used vehicle, according to data from the latest edition of the Ganvam VO White Paper. In this way, the distribution employer shows the opportunity cost of wasting the synergies that cross-selling allows, since more than half of VO buyers (54%) demand it.
At a time when the second-hand vehicle brings more benefit to the dealer than the new one, representing a growing business opportunity for distribution networks, Ganvam proposes to build a relationship with the driver that goes beyond the purchase, offering what is commonly called “value added” through, for example, the safe o la mechanical warranty extension of the used vehicle, which will also be an effective way of recruitment.
In this sense, taking into account that 44% of VO sales from professionals to individuals have as protagonists young models between 1 and 5 years old, who practically equal in benefits to a last generation one, Ganvam recommends replicate in the second-hand market the experience of buying a new one, relying on a network of collaborating companies to create a mobility services ecosystem.
For Caser Insurance, a collaborating entity of the Ganvam VO White Paper, the implementation of services associated with the purchase such as mechanical warranty extension insurance, which enables extend the legal coverage of one year that the seller has to give by law, contributes to creating that relationship of trust and fidelity with the VO driver.
For him Development Director of Ganvam, Fernando Miguélez, “If the professional VO seller manages to replicate the same shopping experience as that of the new model, its weight in the second-hand market, which is now around 37%, would increase in the order of 20%”.
–
–
