2:30 PM - 4:30 PM
Key Strategies for Increasing Extended Warranty Attachment & Renewal Rates
- Michael Blumberg, Blumberg Advisory Group
- Mark Nagelvoort, PCMI
This workshop will examine the strategies and tactics companies can pursue to increase extended warranty attachment and renewal rates. The workshop, designed to be interactive between presenters and participants, will identify and evaluate the critical success factors for selling extended warranties. It will also assess how various elements of the service marketing mix (e.g., pricing, portfolio, terms & conditions, etc.) and service delivery infrastructure help or hinder performance indicators. Workshop participants will learn about the best practices stakeholders can implement to improve financial and operational performance associated with these KPIs. The presenters will also provide examples of how companies have achieved superior results in selling extended warranties with the strategies and tactics explored within this session.