Older vehicles always have been and continue to be sensible sales opportunities for savvy automotive service providers.
Some tire dealers and service shop operators may have overlooked these prospects because they underestimated motorists' willingness to invest in tires, maintenance and/or repairs.
Many bosses I speak to would welcome every profitable job they can get their hands on. They emphasize that each and every sale matters in today's cutthroat marketplace.
Instead of shunning owners of older vehicles, readers should seize every opportunity to engage them.
I do not recommend any intense, heavy-handed sales pitches, but I urge readers to politely reassure these motorists that your technicians understand the needs of older, higher-mileage machines.
Your techs routinely maintain and repair older vehicles cost-effectively. They spend the customer's money wisely whether the vehicle is newer or older.
Never assume that sales prospects understand this point — or have heard it expressed convincingly.