VALUE ADDED SERVICES (VAS)
TANGIBLE SOLUTIONS TO INCREASE SERVICE PLAN SALES
In today’s competitive marketplace, retailers are looking for ways to enhance the buying experience and increase profits – for ways to wrap services, such as extended service plans, around a product and keep customers coming back for their next purchase. But often, as the old saying goes, “It’s easier said than done.” That’s where Value Added Services (VAS) comes in. VAS works with a retailer and its service contract administrator to wrap a tangible point-of-sale selling solution around the extended service plan’s terms and conditions. Since its inception, VAS has developed a wide variety of creative solutions for its clients, incorporating additional services and accessories designed to increase service contract attachment rates. “VAS was the first to market with tangible solution selling tools for extended service contracts – tools such as product accessory kits for appliances, power tools, PCs, laptops, printers, and digital cameras,” says Robert Dean, president. Among VAS’ other creative solutions have been product installation and care kits for home theatre products; patented smart phone and handheld computer screen protection; antivirus, hacker and identity theft service packs; and self-service Web-based service contract registration and claims processing tools. In all instances, those tangible solutions are designed to increase extended service contract sales, gross margin and attachment rates, as well as improve customer satisfaction.
FULFILLMENT PROGRAMS
Each of VAS’ selling solutions is custom-tailored to its clients’ needs and objectives, and the company develops, procures and packages all included accessories and services, making it effortless for retailers to enhance their service contract sales and attach rates. In addition, VAS has the systems and resources to meet virtually any retailer requirement regarding branding, shipping, warehousing, packaging, fulfillment, and more. VAS’ ability to package value-added accessories and services, combined with an unparalleled expertise in retail marketing, have translated into proven increases in extended service plan sales for its clients. Each of its clients’ customized, tangible solutions has resulted in increased sales without adding overhead.
FINANCIAL ANALYSIS
What’s more, VAS has assembled an extensive set of program tracking tools designed to measure every aspect of the service program’s performance. Its ongoing program analysis provides the necessary data to fine-tune service program offerings to ensure that retailers achieve continued maximum revenue and profitability. Among the analyses that VAS has designed specifically for extended service contract programs are category-specific retail pricing models; point-of-purchase sales collateral expense; associate compensation; and aftermarket/missed point-of-sale. “Because we understand the importance of solution selling on the sales floor, we provide extensive turnkey training materials for store associates, department heads, and corporate training departments with each tangible selling solution launch,” says Dean. In addition, VAS maintains ongoing contact with clients to ensure the tangible selling tools are always up-to-date with corporate objectives. Last but not least, VAS’ tangible selling solutions integrate seamlessly with any extended service plan program administrator and insurance company. “We work diligently with each provider to maximize attachment rates, revenue and gross margin,” says Dean. “This holistic approach has been the key to VAS’ success in assisting national retailers with the rebirth of their extended service plan programs.”