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As the prices of electronics and appliances continue to fall, it’s critical that you train your team on how to effectively position your extended service plan with the benefits that will provide the best value for the price to your customer.

Extended service plans (ESPs) and accessories are helping many retailers make up the loss of margin they’re experiencing as a result of lower prices on everything from computers to washing machines. While it’s true ESPs provide the much needed margin, more importantly, they provide additional value by helping to improve customer loyalty and reducing product returns.

Most companies face two challenges that prevent them from maximizing ESP sales. One, they don’t know how to balance the benefits of the plan with the price. And two, they don’t know how to train and manage their organization to sell them. Here are a few ways to address both of these challenges.

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Our proprietary profit analysis process ARDIT Method™ delivers guaranteed financial return on investment (ROI) to major retailers and global manufacturers, such as:

  • 75 to 150 basis point increases in margin rate
  • 50 to 75 percent increase in extended service plan revenue 
  • 20 percent reduction in product return ratios
  • 3 to 5 percent incremental increases in product sales

How? ARDIT consists of five sequential steps that accelerate ROI and create long-term, sustainable impact. Bill Stuart, CEO of Stuart & Associates, Inc. said, “It has been our experience that traditional consultants and their processes fall short because they are based on theoretical models instead of practical and tactical real-world application. And most importantly, traditional consultants do not guarantee financial return. We do. We take 100 percent of the risk out of each engagement by specifically documenting the ROI we will acheive for a client -- in the form of dollars and cents! We never provide clients with the hope that ROI will happen -- we guarantee it. Or, we refund 100 percent of our fee. That makes it pretty darn simple”.

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Stuart & Associates • 8 Angel Trace • Brentwood • Tennessee • 37027 • 615.289.0007