{"id":843,"date":"2026-07-17T04:45:07","date_gmt":"2026-07-17T04:45:07","guid":{"rendered":"https:\/\/autosmarts.co\/en\/library\/extended-warranty-upsell-checklist\/"},"modified":"2026-10-14T15:31:33","modified_gmt":"2026-10-14T15:31:33","slug":"extended-warranty-upsell-checklist","status":"publish","type":"libraries","link":"https:\/\/autosmarts.co\/en\/library\/extended-warranty-upsell-checklist\/","title":{"rendered":"Extended Warranty Upsell Checklist"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\">What this checklist covers<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Extended warranties protect customers and add revenue, but only when they are offered to the right customers and explained honestly. Mis-selling creates complaints and claims that are refused later. This checklist looks at both the offer (is it made consistently?) and the sale (is it explained, agreed and activated correctly?).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The Extended Warranty Upsell Checklist is a 15-point scorecard for eligibility, coverage explanation, pricing, exclusions, customer consent, policy activation, and document handover. Each criterion is scored from 1 to 5 on what the auditor sees on the day, and every gap goes into an action plan with an owner and a close date.<\/p>\n\n\n\n<p class=\"as-chktip wp-block-paragraph\"><strong>AutoSmart tip:<\/strong> Extended warranty upsell compliance sits at the intersection of consumer protection law and customer trust. The two highest-risk moments are the exclusions explanation (customers who later discover an excluded component often feel misled) and the consent documentation (customers who don&#8217;t remember agreeing to a product they are paying for monthly are a complaint risk). Both require specific, documented attention at point of sale.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">The checks<\/h2>\n\n\n\n<div class=\"wp-block-group as-checks is-layout-flow wp-block-group-is-layout-flow\"><p class=\"as-checks__note\"><span>Tap Yes, No or Maybe to try it: your answers stay in this page and clear when you refresh. For a detailed walkthrough, <a href=\"#get-pdf\">download our PDF<\/a> or <a href=\"https:\/\/autosmarts.co\/en\/book-a-demo\/\" data-as-track=\"demo\">book a demo<\/a>.<\/span><\/p>\n<div class=\"wp-block-group as-checksec is-layout-flow wp-block-group-is-layout-flow\">\n<h3 class=\"wp-block-heading\">Eligibility and coverage explanation<\/h3><p class=\"as-checksec__meta\">4 checks<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">01<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is extended warranty eligibility confirmed before any offer is made to the customer \u2014 covering vehicle age, mileage, condition, and any service history requirements?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">02<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the specific coverage of the extended warranty explained clearly to the customer \u2014 which systems and components are covered \u2014 using plain language rather than policy document terminology?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">03<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the extended warranty explained as a continuation of protection beyond the standard warranty, with the customer understanding what changes at the point the standard warranty expires?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">04<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Are different coverage tier options (powertrain only, comprehensive, bespoke) presented and explained where available, allowing the customer to choose the level appropriate to their usage and risk appetite?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n<\/ul>\n<\/div>\n\n\n\n<div class=\"wp-block-group as-checksec is-layout-flow wp-block-group-is-layout-flow\">\n<h3 class=\"wp-block-heading\">Pricing and exclusions<\/h3><p class=\"as-checksec__meta\">4 checks<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">05<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the total cost of the extended warranty clearly stated \u2014 whether paid as a lump sum or incorporated into finance \u2014 before the customer is asked to decide?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">06<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Are exclusions communicated clearly and specifically \u2014 identifying parts and failure types not covered \u2014 rather than referring only to a policy document the customer is unlikely to read at point of sale?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">07<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is a value comparison offered to the customer \u2014 e.g., average cost of a common covered repair versus the total premium \u2014 to help them assess whether the coverage represents value for their usage?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">08<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is any deductible or excess applicable under the policy clearly disclosed at point of sale, with the customer understanding their out-of-pocket cost if a claim is made?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n<\/ul>\n<\/div>\n\n\n\n<div class=\"wp-block-group as-checksec is-layout-flow wp-block-group-is-layout-flow\">\n<h3 class=\"wp-block-heading\">Customer consent and policy activation<\/h3><p class=\"as-checksec__meta\">3 checks<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">09<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is written customer consent obtained specifically for the extended warranty purchase \u2014 separately from any other product or finance consent \u2014 confirming the customer chose to take it and understood its terms?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">10<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the extended warranty policy activated on the provider&#039;s system on the day of sale, with the customer&#039;s coverage commencing without a gap from the date of purchase?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">11<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the customer informed of the cooling-off period (where applicable under local consumer protection rules) and how to exercise their right to cancel if they change their mind?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n<\/ul>\n<\/div>\n\n\n\n<div class=\"wp-block-group as-checksec is-layout-flow wp-block-group-is-layout-flow\">\n<h3 class=\"wp-block-heading\">Document handover and governance<\/h3><p class=\"as-checksec__meta\">4 checks<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">12<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the policy certificate or warranty document handed to the customer at point of sale \u2014 not posted later \u2014 with the document confirming coverage dates, scope, and claim contact details?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">13<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the customer shown how to make a claim under the extended warranty \u2014 who to call, what information to have available, and what happens after a claim is submitted?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">14<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Is the extended warranty sale recorded in the CRM and DMS against the vehicle and customer record, enabling service advisors to reference coverage status at every future visit?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n\n\n\n<li class=\"as-check\"><span class=\"as-check__no\" aria-hidden=\"true\">15<\/span><span class=\"as-check__body\"><span class=\"as-check__text\">Are extended warranty mis-selling or complaint indicators monitored \u2014 including cancellation rate within the cooling-off period and claim rejection rates \u2014 with patterns reviewed for training and process implications?<\/span><span class=\"as-check__answer\" role=\"group\" aria-label=\"Your answer\" hidden><button type=\"button\" data-answer=\"yes\" aria-pressed=\"false\">Yes<\/button><button type=\"button\" data-answer=\"no\" aria-pressed=\"false\">No<\/button><button type=\"button\" data-answer=\"maybe\" aria-pressed=\"false\">Maybe<\/button><\/span><\/span><\/li>\n<\/ul>\n<\/div>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Questions about this checklist<\/h2>\n\n\n\n<div class=\"wp-block-group as-faq is-layout-flow wp-block-group-is-layout-flow\">\n<details class=\"wp-block-details as-faq__item is-layout-flow wp-block-details-is-layout-flow\"><summary>Why audit extended warranty sales?<\/summary>\n<p class=\"wp-block-paragraph\">To make sure every eligible customer is offered cover and that each sale is explained and recorded properly, which protects both revenue and the customer.<\/p>\n<\/details>\n\n\n\n<details class=\"wp-block-details as-faq__item is-layout-flow wp-block-details-is-layout-flow\"><summary>What is the most common finding?<\/summary>\n<p class=\"wp-block-paragraph\">Cover sold without the exclusions being explained, or a policy not activated after the sale.<\/p>\n<\/details>\n\n\n\n<details class=\"wp-block-details as-faq__item is-layout-flow wp-block-details-is-layout-flow\"><summary>Does this apply to service plans too?<\/summary>\n<p class=\"wp-block-paragraph\">Yes. The same steps work for service and maintenance plans.<\/p>\n<\/details>\n<\/div>\n\n","protected":false},"excerpt":{"rendered":"<p>Check that extended warranties are offered and sold properly: eligibility, clear explanation of cover and exclusions, pricing, customer consent, activation and documents.<\/p>\n","protected":false},"template":"","meta":{"footnotes":"","_as_roles":"F&I managers, sales and service advisors","_as_frequency":"Monthly, on a sample of deals and service visits","_as_standard":"","_as_source":"","_as_pdf":1097,"_as_solution":561,"_as_guide":0,"_as_case_study":0,"_as_lib_featured":false},"industry_tag":[3],"checklist_topic":[26],"checklist_market":[],"class_list":["post-843","libraries","type-libraries","status-publish","hentry","checklist_topic-warranty"],"_links":{"self":[{"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/libraries\/843","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/libraries"}],"about":[{"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/types\/libraries"}],"version-history":[{"count":3,"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/libraries\/843\/revisions"}],"predecessor-version":[{"id":1319,"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/libraries\/843\/revisions\/1319"}],"wp:attachment":[{"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/media?parent=843"}],"wp:term":[{"taxonomy":"industry_tag","embeddable":true,"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/industry_tag?post=843"},{"taxonomy":"checklist_topic","embeddable":true,"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/checklist_topic?post=843"},{"taxonomy":"checklist_market","embeddable":true,"href":"https:\/\/autosmarts.co\/en\/wp-json\/wp\/v2\/checklist_market?post=843"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}