Dealerships are always looking for ways to maximize profitability while meeting customer needs. One proven strategy is aligning deductible levels with customer payment relief, giving dealers the opportunity to boost service contract penetration and profitability—all while opening the door to additional ancillary sales.
Smarter VSC + Deductible Strategies
Dealers have seen success using deductible flexibility to:
- Increase VSC penetration with customers focused on affordability.
- Preserve dealer profitability through structured options.
- Open opportunities for ancillary products such as tire and wheel or appearance protection.
Pairing deductibles with payment relief strategies not only strengthens sales but also adds real customer value.
Delivering Protection Where It Matters Most
Dealers serving powersports and RV customers have access to complete protection packages that mirror automotive F&I success.
Powersports Coverage
- Service contracts
- Limited warranty
- GAP
- Motorcycle + off-road tire and wheel
- Battery programs
- Theft and appearance protection
- Coverage for motorcycles, ATVs, UTVs, scooters, jetboats, PWCs, and snowmobiles
RV & Trailer Coverage
- Service contracts
- Limited warranty
- GAP
- RV and trailer tire and wheel
- Appearance protection
- Theft coverage
- Coverage for motorhomes, towables, pop-ups, and utility trailers
These programs are designed to meet the unique needs of enthusiasts—customers who often use their vehicles in remote locations where protection matters most.
Market Trends = Dealer Opportunities
Industry data shows steady demand in these markets:
- Powersports: $14.5 billion market, with UTVs/ATVs up 7% year over year.
- RVs: Towable unit sales rising 6.9%, with strong wholesale growth.
- Profitability gap: Many dealers earn under $1,000 PRU, but with training and process development, others regularly exceed that benchmark.
In other words: the opportunity is real and growing.
Building F&I Where It Doesn’t Exist
A major advantage for dealers is the ability to create or strengthen F&I departments. In many powersports or RV stores, sales teams handle everything from start to finish. By implementing training, menu systems, and recruitment support, dealers can build professional processes that generate lasting returns.
Key strategies include:
- Pairing sales staff to test F&I responsibilities and identify top performers.
- Recruiting and training dedicated F&I managers.
- Offering menu system tools and service drive evaluations.
- Providing ongoing account executive support and income development training.
Reinsurance & Wealth-Building Options
For high-volume stores, reinsurance programs and profit-sharing models add significant long-term value. While claims can be larger in RVs (think $30,000 turbo replacements), education and structured programs allow dealers to lock in profits beyond the front-end sale.
Why Dealers Stay Loyal
Dealers who adopt these programs stay committed because they:
- Deliver real value through training and support.
- Provide seasonal strategies that prepare stores before peak selling months.
- Help agents stand out with tools like service drive evaluations and sales process design.
- Bring industry knowledge from both auto and RV/powersports backgrounds.
The Bottom Line
Whether in powersports or RV, dealers want the same thing: profitable, reliable programs that support customer satisfaction. From deductible strategies that boost VSC penetration to complete coverage lineups and reinsurance opportunities, the right tools and processes give dealers the ability to grow.
Want to learn more?
Visit us at www.tjdealerservices.com or reach out directly—we’d love to hear from you.
Build profits. Retain customers.
We offer proven strategies for all types of dealerships.
- A-rated customizable F&I products
- Expert process coaching
- 15-minute finance delivery
- Complete compliance programs
- Monthly reporting
Discover Remote F&I.
Leverage our top talent and national network to provide better products and services for your mid-size dealership. Running an RV dealership is all about maximizing efficiency and providing a world class customer experience.
Discover Remote F&I.
Leverage our top talent and national network to provide better products and services for your mid-size dealership. Running an RV dealership is all about maximizing efficiency and providing a world class customer experience.