Steering, suspension and linkage - internal guide 2023

Upselling

Unlimited Mileage Warranty *

There are various ways you can upsell when it comes to steering and suspension.

Remember Our biggest upsell opportunity is our warranty. No other manufacturer offers “unlimited mileage”. If our products don’t last the warranty period we can replace*

* Our steering and suspension warranty is no quibble. It does not include off road use (4x4 days, track days). It does not cover alterations of the manufacturers specifications.

Offer shock absorber dust covers and strut dust cover boots. These fit over shock absorbers and struts within the coil spring. Their main job is to protect your shock absorber and struts from dirt and contaminants. Recommend these when components are stripped down.

It is best practice to replace shocks and springs in pairs to maintain optimum performance. Always recommend to customers in pairs.

On certain vehicles, try recommending the Starline complete coil and suspension strut. An easy fit with no tooling needed.

Next steps

• Run reports to show where customers haven’t spent on steering and suspension over the course of 3 or so months. You can call these customers to find out why they aren’t ordering from you and in turn address any issues they may have and bring them back to us • Use Yell/Google in addition to your MIS list to identify possible opportunities for new accounts in general and this in turn will create orders and opportunities to sell. Upselling/cross selling • If you have any queries regarding products, look at our Product Manager directory on Sharepoint to find out who to contact.

• Is our offering closely aligned to the customers’ requirements? If not, work with your manager to create an offering that is more appropriate for your customer • Look over your customers historical spend on steering and suspension and the % split between other product groups as well as brands. You can then see where you need to adapt to the customers changing needs • Do you know what your customers are buying from your competitors? If you know this, you have a clear target group – you can target customers when we have promotions on certain brands, if they haven’t ordered from you in a while, you can try and entice them back – they are ordering their products from somewhere make sure it’s us

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