Prepare For Sale

When to Present J.D. Power® Edge Certified Pre-Owned* Program to the Customer

To ensure the program is viewed by the customer as a value and a benefit, it needs to be presented to them in the BEGINNING of the sales presentation.

If used to its full potential, this program provides a marketing edge for the dealership that separates them from the other dealers in their marketplace. If the program isn’t presented to the customer in the beginning, this edge is minimized.

Over 50% of customers that salespeople talk to on the lot never make it inside the dealership doors for further negotiation. If they haven’t been informed about the J.D. Power® Edge Certified Pre-Owned* Program and its benefits, the sales momentum is lost. At this point, the dealership is just like the others. Why should the customer return, other than to get a lower price? By giving a lower price, you de-value the vehicles on your lot.

The J.D. Power® Edge Certified Pre-Owned* Program is designed to:
  • Increase sales and improve profits by building value in the vehicle
  • Justify a higher price for the vehicle
If presented properly, J.D. Power® Edge Certified Pre-Owned* Program will accomplish both goals.

Walking the Customer Around the Vehicle

As the salesperson walks the customer around the vehicle — starting in the front and working around to the driver’s side — they will point out the features of the vehicle using the Window Sticker. The Window Sticker has been designed to help prompt the salesperson to explain the added benefits that the customer will receive with their purchase of a J.D. Power® Edge Certified Pre-Owned* Vehicle. Starting at the top, the Window Sticker will display the year, make and model of the vehicle. As the salesperson proceeds down the left side, they will be able to tell the customer about the engine size and transmission type. The salesperson will also be able to tell the customer the mileage on the vehicle.

 

Next is the first in a series of prompts to remind the salesperson what to cover on the J.D. Power® Edge Certified Pre-Owned* Vehicle. The 165-point inspection is the starting point to building value in the vehicle for the customer: “Let me tell you what this vehicle had to go through to become a J.D. Power® Edge Certified Pre-Owned* Vehicle. We are very particular about the vehicles that we display and sell to our customers and friends. They all must go through, and pass, a 165-point inspection in order to be sold as a J.D. Power® Edge Certified Pre-Owned* Vehicle.” Directly beside the Window Sticker will be a label, which lists these items for the customer. The next prompt on the Window Sticker (Monroney Label) indicates the duration of the warranty. “All of our J.D. Power® Edge Certified Pre-Owned* Vehicles automatically come with a 90 day / 3,000-mile warranty.**” Again, you are reinforcing how special this vehicle is – without talking about price.

Planting the Seed

Plant the seed for the service contract upsell in the Finance Office. “Because this is a J.D. Power® Edge Certified Pre-Owned* Vehicle that has passed our 165-point inspection, it qualifies for a service contract. Please be sure to ask our Business Manager about it.” That is all we want the salesperson to say on this matter. Just plant the seed and move on.
Grey Car Side View

Reinforce

Reinforce the customer’s choice of this vehicle by pointing out all the positive things that have been said about it. This discussion comes right after you mention the vehicle protection plan. Now you can point out what the original EPA rating on this vehicle was when it was new.

Explain to the customer that the dealership has used a vehicle history report service to make sure that the vehicle has a clean title. This is just one more reason why the customer can purchase a problem-free vehicle from this dealer.

 

Coming down the right side of the sticker, you now can point out to the customer the list of equipment on this vehicle. This lists the original standard equipment that was on the vehicle at the time of production, along with any optional equipment considered to be a strong selling point. Things such as leather interior, CD player, and power sunroof are just a few of the additional items you can highlight to the customer. Another item that can be added to the list of equipment is the original factory warranty if it is still in effect.

BACK TO PREPARE FOR SALE

Program Manuals

NATIONAL PROGRAM NEW YORK PROGRAM

Contact your JM&A Group Representative at jmacustomerservice@jmagroup.com

PROGRAM BENEFITS MERCHANDISE PREPARE FOR SALE CONTACT US

J.D. Power® Edge Certified Pre-Owned Program is available in all states except for New York, where it is available as J.D. Power® Edge Pre-Owned Program.

The Limited Warranty protects your vehicle for 90 days or 3,000 miles, whichever comes first.

All J.D. Power® Edge Certified Pre-Owned Vehicles come with 24-hour Roadside Assistance and Towing benefits, including coverage up to $50 for eligible services.

J.D. POWER® is a registered service mark of J.D. Power. | J.D. POWER® EDGE is administered by Fidelity Warranty Services, Inc. and operated by Dealer. ©2026 Jim Moran & Associates, Inc.

J.D. POWER® does not determine eligibility for benefits, claims or the amount of claim payments, all of which are determined by the Administrator.

©2026 Jim Moran & Associates Inc. All Rights Reserved.
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Contact Us

For Inventory Management and Window Sticker Application Technical Support,
9:00 AM to 4:00 PM Central Time, Monday through Friday, please call:

Phone: (262) 240-9652

Email: support@vehicledetails.com

Ticket System: support.vehicledetails.com

For claims regarding the Limited Warranty, please call or fax: (800) 327-5172.

To order Limited Warranty forms, Buyers Guides or J.D. Power® Edge Pre-Owned* Program marketing materials, please call: (888) JMA-FORMS.

For billing questions, please call: (800) 443-9841 and press 6.