Why don't detailers sell warranties? You are losing $$.

David Fermani said:
Hi Flash - because a paint protection warranty is essentially the same thing as an insurance policy. They're both endourced/backed by insurance companies and pay out in the event of a claimable loss.



I don't like screwing people over with fine print....these waranties imo aren't going to be worth the paper they are written on....the manufacture will always be looking for a way to deny the claim and then leave you with a pissed off customer on your hands telling everyone within earshot what a ripoff you are. Ever thought about that?



People who buy these warranties from the dealers buy them in a spur of the moment atmosphere (new car excitement) or get flim flammed by a slick talking liar...urrr salesman and probally don't even realize what they paid for. These people will NEVER return for warranty work and the dealerships know this



The person who seeks out a profesional detailer to purchase a warranty like this is going to be actually paying attention to see if what your selling performs as promised.

For the most part I've met some really nice people over my career, but I have met one or two nutjobs that could make your life a living nightmare. I've always been able to blow them off in the past, but if they were holding a piece of paper (warranty) with my name on it, I would be forced to deal with their mental illness. I'm just not sure my sanity is worth a few extra dollars



Oh, and hi David !! :wavey
 
I think the offering of what Optimum has created is what detailers need to be looking at. Which is what spiked my initial interest in this topic. Let them deal with it.



But, I also think it's different with independent detailers. We have to build relationships with our clients. Dealerships? Not so much. You could stipulate that they have to be on a maintenance program to get the deal and offer it at a much lower cost. Sell them the service for $199, you still make money and you're washing their car every 2 weeks.



These are just ideas. I have no warranty program or experience with them, but I haven't seen any legitimate answer to why detailers are not seeking them out. Aside from their opinion, which doesn't have any weight to it.
 
Ron Ketcham said:
Because if the car care company that sells such, well, if they are legitiment, are doing the same as the other insurance you are paying for.

All I am saying is to "think" about why you purchase the basically same sort of "protection".

It is not a "business" choice for the majority of detailers.

One of the reasons that it is not, is that the "average" detailer is not in business or such (notice "such") for longer than 3 to 4 years and they go belly up due to not being business people, but practice being "polishers/cleaners", lacking in business abilities.

There are threads all over the site about the difference between being a "craftsman" and a 'business person" and why that it is so very important to know and practice the different education and business activities in order to be a success.

Grumpy



Call in dumb luck or God's blessing. I have no mortgage, all the college tuitions are paid off and I don't have a car note or bad habits :)
 
Flash Gordon said:
I don't like screwing people over with fine print....these waranties imo aren't going to be worth the paper they are written on....the manufacture will always be looking for a way to deny the claim and then leave you with a pissed off customer on your hands telling everyone within earshot what a ripoff you are. Ever thought about that?



People who buy these warranties from the dealers buy them in a spur of the moment atmosphere (new car excitement) or get flim flammed by a slick talking liar...urrr salesman and probally don't even realize what they paid for. These people will NEVER return for warranty work and the dealerships know this



The person who seeks out a profesional detailer to purchase a warranty like this is going to be actually paying attention to see if what your selling performs as promised.

For the most part I've met some really nice people over my career, but I have met one or two nutjobs that could make your life a living nightmare. I've always been able to blow them off in the past, but if they were holding a piece of paper (warranty) with my name on it, I would be forced to deal with their mental illness. I'm just not sure my sanity is worth a few extra dollars



Oh, and hi David !! :wavey





So, get rid of the nut jobs. Who wants bad customers? Fine print gets a negative term, but if you clearly lay out the terms (which dealerships obviously don't), I don't think you'll have much issue. And, you're talking about 1 or 2 nutjobs, but not about the potential 100's of customers you could be selling this too. Again, do you have any case which ruined a detailing business?



Sell 5 of these a month, pocket $300 off each one, $1500/month, $18000 per year. I'll take that to deal with one crazy every year, heck, I'll take 5 of them!
 
Flash, you got it pretty well on target.

Which is why I caution those who just see the "$$$$" in their eyes and not the long term picture of their actions.

Yes, people get caught up in the "moment" of buying or leasing, that new ride and don't pay attention to the real interest rate, the actual conditions of the vehicle's warranty and cry their butts off a few months later.

It's called "buyers remorse" and that has went on for over 100 plus years. (same with a house, a TV, that new stainless steel fronted refrigerator, etc.

Our society today has become very "sue happy", but then we need to look at the larger percentage of our legislators, who for the most part were members of the legal profession, so they write laws to protect their fellow brother lawyers.

We pay for that, remember the "hot coffee" and McDonalds?

Protect yourself, each and everyday, from the vultures, (not all attorney's are such), and be safe.

Grumpy
 
Quenga said:
I would like to point out that people like David F. and Ron, people who have been in the business a lot longer than all of us, understand where I'm going with this. Others, don't understand the value for both the detailer and the customer, but like to comment negatively based on rumors, hearsay and their uneducated opinion..



Don't let my join date fool you junior. I think you are the one with little (if any) actual expierence running a detailing business
 
Quenga said:
So, get rid of the nut jobs. Who wants bad customers?!



I was semi kidding earlier, but you really don't have a clue, do you? Bad customers don't show up with a mark on their forehead :/
 
I would like to throw a little input into this.



While on the surface this is a great idea, it leads some huge prerequisites to be filled in order to be pulled off successfully.



1. You have to have the right product to sell the warranty to. If you try and sell a product that the manufacturer does not stand behind, or an inferior product that does not provide what is advertised, this could definitely hurt you in the long run. If ANYONE was going to start selling warrantied services, they better do their research and be darn confident in the service when selling it. The clients will know if you are selling them fluff or not, at least the good ones that will return if the service is exceptional.



2. You have to build a legal firewall for every single problem that could arise. If you are going to "warranty" anything there is going to have to be some sort of fine print. PERIOD. If you don't get the correct fine print, you could be facing lots of legal hassles, as well as loss of reputation to your business, which could be much more costly. If you don't like going over details with customers, or at least letting them know there are details that they should be aware of on a sheet of paper you hand them, this is not the right direction for your business.



3. You have to have the right clientele. Personally, I don't do a lot of coatings right now. This might change, but as of right now 95% of my work is my mid level or basic detail packages. If you don't have the clientele that want extremely long lasting, premium protection for their vehicle, there is no pointing spending all the money setting this process up to work the right way. For many people such as myself outside of large suburban areas, this just would not work.



4. If you are going to do this, you need to go BIG. Not only mass marketing to high end clients, but dealership work as well. Yes, dealerships! You need to go show them that you offer this particular coating, then offer them the discounted price to sell it for you. Sure, you might not make the same margin you make off retail clientele, but the dealerships might start sending you volume, and you will probably end up with much higher revenue. If you really get in good and impress the right people, they might have you start doing them as the vehicles roll off the truck and include them in the price of the vehicle. This might also work particularly well for high end used car dealerships that have you detail for them also. They can hike up the price of the vehicle $600 for your "protection package", you get an extra $300 on top of your detail price for slapping a coat of OC on before you send it back to them.



There are plenty of ways to make this work, but you really need to decide if this is the right direction for YOUR business. Personally, I'm going to do some research into this and find out if it is plausible, I hope some other people will also and report their findings. :rockon1:



Edit: I have a business degree also, and have found very little of it applies to actually starting and running a business. It more prepared me for the corporate world, which I'm not interested in working in. Just my .02.
 
I see what the OP is saying. He thinks we are missing out on some golden opportunity that only he is seeing. For small business and one man shows this plan is easier said than done. These coating with the "warranty'" that the dealer sells is probably a partnership between the two companies. We do not know the terms of their deal.



If a chemical company contacted me with an idea of how I could offer a coating with a "warranty" I would be willing to listen. It would need to be a good deal for me, my customer and the chemical company I am partnering with. As far as the idea the OP has it seems more like a way to try to make a quick buck. I'm more interested in having a solid customer base full of loyal customers.



Detailing is hard work. Not a get rich quick scheme. On paper it might sound like you have a good plan but as with many things it's easier said than done. Good luck though if that's something you are going to try with your business.
 
rustytruck said:
I see what the OP is saying. He thinks we are missing out on some golden opportunity that only he is seeing. For small business and one man shows this plan is easier said than done. These coating with the "warranty'" that the dealer sells is probably a partnership between the two companies. We do not know the terms of their deal.



If a chemical company contacted me with an idea of how I could offer a coating with a "warranty" I would be willing to listen. It would need to be a good deal for me, my customer and the chemical company I am partnering with. As far as the idea the OP has it seems more like a way to try to make a quick buck. I'm more interested in having a solid customer base full of loyal customers.



Detailing is hard work. Not a get rich quick scheme. On paper it might sound like you have a good plan but as with many things it's easier said than done. Good luck though if that's something you are going to try with your business.



Bingo. While I disagree that he thinks it is a get rich quick scheme, I do believe that you REALLY need to know what you are doing and dealing with before even considering a service like this. Taking on something like this unprepared could really break a business if not done correctly.
 
IHA Mark said:
Edit: I have a business degree also, and have found very little of it applies to actually starting and running a business. It more prepared me for the corporate world, which I'm not interested in working in. Just my .02.



TOTALLY agreed! I'm a semester away from a Business Administration degree as well. There's a ton of stuff that isn't covered or talked about at length by any means.
 
A few years before I retired, one of our field sales people wanted to make a program available to car washes that had detailing services and established detailers, one they could work with like a new car dealership.

We put together such a progam, focused on those type of businesses.

It failed, yet the warranties, the sales materials, the whole program was the same that the company had been in the market with since 1980, for new car dealers, only directed at a different part of the auto services industry.

Why,---?--- car washes and detailers do not know the way of the "car business".

Dealerships have trained staff that sells, on commission, extented service warranties, after market accessories, etc, they have specialist (finance) who know how to move the sale forward, make the customer comfortable, get the deal done.

And, they can "fold" the cost into the complete deal, so it's "just pennies a day for the security of peace of mind" in the monthly payment.

It's not your selling of detail services, it's not removing scratches, putting on a nice shine and a coat of wax, of clearing up the headlights, or cleaning the odor and carpets from a car.

Whole different world.

Grumpy
 
Ron Ketcham said:
This subject requires some "real" investigaion of the companies that "provide a warranty for their products"



Such as "who are they, really?"



"How long have they been in business of providing warranties/warrantied products, and are they just in a localized area or is the customer able to obtain warranty resolution all over the USA?"



"Does a through check of their business, show that they actually honor the warranty sold?"



"Is the warranty written in plain English(or whatever lanquage" that makes it very clear what is covered, for how long and what is the requirements of the vehicle warranty, what is the requirements of the "seller" and "application company" of the product/products?



Who administrates the warranty and any claims?



IT IS NOT THE DEALER WHO ADMINISTRATES OR PAYS THE CLAIM, IT IS THE COMPANY THAT SOLD THE PRODUCT AND "WARRANTY" TO THE DEALERSHIP. (this is where the detailer gets put on the "hook")



What is the exposure of the application company, are they legally liable for any claims?



Is it possible for the buyer to move to another area of the country and still be covered, to obtain resolution of a claim, should it be necessary? (in today's world, people move a lot, out of the area where they were when they bought products/warranty)



Should the application detailer be able to be reimbursed for any corrective work and does a check of the history of such show that they are?



A "big" thing in the "warranty" business is "who is the insurance carrier" for claims, or is the company "self insured".



This means that if "self insured", and they do NOT honor their warranties, IE pay as per the legal wording and coverage of the warranty, have not been in business for over 10 years, they will close up shop when the claims come in and leave the "detailer/dealership" holding the cost of making it right. ( research such company's as Thermo-Gard, Ultra Seal, etc)



Chose a company that has been in this sort of business for over 10 years, Google them. Sure, as with any insurance/claim situation, there will be some negatives, but look at the percentages, as often it is not that a reputable company does not pay a legitiment claim, but the customer is abusing the written warranty and it's requirements.



Most "real and long term" companies have written in the warranty, a time to respond, and as like the rest of the world, some will attempt to make claims that are beyond the requirements of the time allowed and the actual warranty as written. (your roof is 20 years old and now you notice it is wind damaged, etc)



There is "paper work" required, there are often, "not real world" sales claims made in the brochures, that have nothing to do with the "actual" warranty and what is required by the customers in order to maintain the vehicle and submission of any claims.



That is where the "rip-off" by such companies come into play and have given the whole thing a very bad name.



You got a Chrysler product, buy the Master Shield product offering, as it is covered and administered and paid by Chrysler, not some one who works from a UPS post office box.



You want to get in the business for other brands of cars? Find one that has been around for over 30 years or such and "READ THE WARRANTY(carefully and be able to understand it's limitations and requirements yourself before selling the products)--read THAT WHICH THE CUSTOMER RECEIVES AND HOW MUCH SMALL PRINT IS THERE THAT PUTS THE ACTUAL BURDEN OF CARE ON THE CUSTOMER"



Grumpy





Good stuff Ron.
 
You know, if someone else suggested this topic, it would go a lot differently. I don't understand the negativity or suggestion that I'm offering a get rich quick scheme. I'm throwing out ideas and numbers to generate discussion, not an argument. I will receive no benefit suggesting this topic except for an education on the topic. I am not selling a warranty program, a product or promoting anyone that does. I am simply trying to change the negative and closed minded point of views towards this subject based on gossip.



How many of you sell Fabric Protection, Opti-Coat, Wax, Paint Sealant, ClearBra's, etc? Do you not tell your customers a paint sealant lasts longer than wax, but waxes look better? Do you not charge someone $50 to spray $10 worth of Scotchgard on their seats? Do you not charge $200-$500 for Opti-Coat installation on top of a detail?



10 years ago, technology could not support a valid warranty program for small business detailers. CarPro is offering a 2-Year Warranty with CQuartz Finest and Optimum is coming out with their own on Opti-Guard/Opti-Coat Pro Warranty.



20 years ago the touch screen tablet was introduced. It failed because it was ahead of it's time. It was slow, unresponsive and too expensive. Tell Apple how stupid that idea was now.



I believe warranties are a beneficial service that is now possible. How many people sell Fabric Protection and suggest it annually? Do you tell people they need a wax every 3 months, even if the wax lasts 4-6 months? Hell yes you do! Do any of these services guarantee you repeat business? NO. A well thought out warranty program CAN.





Let me throw out some other topics that once received a lot of flack. DA's for paint correction. 5 years ago when I started detailing, that was pretty much a true statement. Now? How many of you just bought a Rupes!! M105 fills in scratches because of all the oils. Say whaaaaaaat? Opti-Coat cannot last years...study done by David F. after two years finally help sell people on the idea of Opti-Coat. Anyone question it's durability now? ONR doesn't work!! Hmm, how many people sold their big rigs and now detail out of passenger cars? Opti-Seal can't work!! In 15 minutes I make $40 thanks to Opti-Seal. Damn, maybe I should be working for Optimum, lol! I accidently just promoted a lot of their products which questioned the status quo. Uh, Speedy Prep Towel? Nanoskin pad? IronX? Sonax?





I offer a 2-Year Warranty on my headlight restorations. No paperwork, no signatures, nothing to back that statement up. If it fails, I reapply the coating. Don't want the warranty, don't pay the full price. Guess what? Everyone pays the full price!! They want the warranty, even if it's not on paper. They can't claim anything against me, no proof I offered this to them. But, will I fix it if something goes wrong? Hell yes! I'm not a shady person and I'm not suggesting you need to be to sell a warranty. Be upfront and honest. If you don't wish to take the time to do this, like others have said, it's YOUR business decision.



I also require all customers to book a wash every two weeks if they want a wash service. Do they flinch? Nope. If they want every three weeks, I don't budge, it's not worth my time. I charge extra when I have to travel too far for just a wash. Do I tell clients this? Yes. Do they still book the washes every two weeks? Yes. There is no harm in educating your client and selling them an honest service.
 
I'm not knocking your idea I'm just saying that there is more to it than you think. Dealers offer their warranty nation wide. If you by fabric protection and are covered for 7 years that means if you get a stain in your seats they(the dealer) is responsible for removing it. Even if you bought the car in FL and 6 years later you live in CA. There are ford dealers in every state. Do you have locations in every state? My sister bought the fabric protection on her new Rav 4 a few years ago. Basically she gets to have the interior detailed up 2 times a year to have her stains removed because her 3 kids make a mess of the car. She does not even need to bring it to the dealership. They will pay a detailer to do it as long as he uses hot water extraction method. This is one example of why I would not work for my company. I could not stand behind a warranty like that. It would have to involve the chemical company offering a nationwide network of detailers to back the warranty.



Your idea is not a bad one, you need to pitch it to a manufacturer who can then build the network of detailers that want in. then we can all sell the service and also have the network to back what we are selling. If done the right way you can count me in.
 
IHA Mark said:
Edit: I have a business degree also, and have found very little of it applies to actually starting and running a business. It more prepared me for the corporate world, which I'm not interested in working in. Just my .02.



Book work and college teach you very little about the real world unfortunately. Some of the greatest business people I know don't have any formal education.



Looking back, I learned more life long valuable information about the business world selling cars, managing a car wash and owning a detail business then I did by wasting 5 years of my life securing a Marketing/Management degree. Sure, it looks great on a resume and is a prerequisite for many corporate jobs, but I'd much rather consider hiring someone (for a business position) that learned from the school of hard knocks then someone that was fresh out of college without any credible work experience.
 
Quenga said:
I also require all customers to book a wash every two weeks if they want a wash service. Do they flinch? Nope. If they want every three weeks, I don't budge, it's not worth my time. I charge extra when I have to travel too far for just a wash. Do I tell clients this? Yes. Do they still book the washes every two weeks? Yes. There is no harm in educating your client and selling them an honest service.



Right here I have a problem. For washes to be worth my while, I have to charge $100+. Not many are willing to pay that (which I understand)



I have no idea what people do to mantain their finishes after they leave my place. I would imagine many use the tunnel wash or the $10 parking lot guy despite my plea not to



I'm not dead set against your idea, and as a matter of fact have been looking into adding a permanent coating line. I just don't wanna get stuck with some psyhco whackjob that can never be pleased



Sorry if I offended you :dance
 
There is a vast divide between making money............................ and knowing what is right, some are in the comfort zone with marginal ethics as regards to what a service and/or product can do. Those people NEVER have longevity in the trade or any venture they are part of because one man's marketing prowess is another's definition of a lie.



Here is some things to consider that we have all heard, youngin's usually are not privy to these statememnts or sayings as they do not have years on their "Life odometer".



1. "There is a sucker born every minute"

2. "The check's in the mail"

3. "Trust me I know what's best"

4. "Get the second product free..........just pay seperate shipping & handling"



Corporations employ armies of lawyers & bean counters/marketing guru's to get your money with a "Buy low - sell high" mindset, dealerships are known for this and F & I departments are spiffed big bucks for fleecing people daily and the people who are attracted to this way of thinking always feel and or know they ARE smarter than you.



Business is defined as providing goods or services at a good to great profit margin, companies that stand the test of time do so thru their reputation of conducting business with quality, fairness and integrity.................. no matter if you think you are getting away with something you really never do in the end and a legacy established good or bad will be the benchmark.



The detailing trade is rife with "Fluffing it up" to make things seem more than they are, I will conclude with this................ just because you speak loudly does not mean you are saying anything worth hearing.
 
Quenga, I have to ask, going back to your original post, where you say this: "Why does everyone call them a gimmick and bash dealerships for swindling customers? Why are detailers forcing their opinions of quality and good business practice down their customers throat?"



Why do you make this statement on your website: "Do NOT purchase any dealership or detail shop paint or fabric protection plan. They are gimmicks and filled with fine print that will shock you!" ?
 
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