Subaru Certified Pre-Owned Program (SCPO) Quick Reference Guide (revised 6/10/10)

10 steps to properly certify a used Subaru vehicle under the SCPO program.

Remember that all participating dealers must read and follow the full SCPO policy & procedures manual (and
related forms) which are readily available on Subarunet.com*. This Quick Reference Guide will serve as a
companion to the detailed P&P manual and is not intended as a substitution.

1. Determine which Subaru vehicles you want to certify. Only used, previously titled,
Subaru vehicles less than 5 calendar years old (and with less than 80,000 miles on the
odometer) will qualify for the program. For an example, in 2010 all used, previously
titled, Subaru vehicles from 2005 up to the present time are eligible (current year minus
5 years = 2005). Keep in mind that even though a vehicle may qualify at time of
certification, it also must qualify at time of sale (so it would be wise to give yourself
room when certifying vehicles approaching the end of their eligibility).
2. Dealers must run a Carfax vehicle history report on the vehicle to further determine
eligibility. Vehicles that have title problems like flood, true mileage unknown, salvage,
rebuilt, total loss, hail damage, etc. will not be eligible for SCPO. Only Carfax reports
will be accepted in the Subaru Certified Pre-Owned process. See the P&P manual for
a full list of other disqualifications and keep a copy of the Carfax report in the sales
jacket. Remember that Subaru has a special negotiated price of $7 per Carfax report,
this cost is credited to you upon contract entry at the time of sale (see step 10).
3. The next step in the process is to send the vehicle to the service department, open a
Repair Order and complete the 152 point inspection. The process is very easy and is
simply “pass or fail” for each item listed. If any item fails, it will need to be corrected for
the vehicle to be certified. Any qualified Subaru technician can complete the inspection
(which routinely takes approximately 1-1.5 hours to complete properly). Save a copy of
this form (signed by technician and Service Manager) along with the RO in the sales
jacket.
4. Recondition any failed items on the inspection report on the open RO, a separate
repair order (or sublet RO) and remember to keep copies in the sales jacket.
5. The next mandatory step is to register the VIN on Subarunet.com*. Just go to the
Certified Pre-Owned tab (on your left hand side), and click on “Certify VIN start here” and
enter the last 8 digits of the VIN. Important: You are now representing this vehicle as a
SCPO vehicle directly to customers on Subaru.com and through our partner sites
(Autotrader.com and Cars.com). If you do not intend to sell this vehicle as certified (for
any reason) you should not enter it in the system. This registration process confirms that
you’ve completed steps 1-4 and will place this VIN as eligible for all applicable SCPO
plans and upgrades through our system (for an example, you will no longer be able to
sell regular Added Security plans on this VIN). It will not generate a charge to the
dealership or start customer coverage on the vehicle as this only occurs when an
application is entered at the time of sale. This will also trigger the SCPO icon for the
participating SCPO dealers on Subaru.com (next to the dealer name). As long as at least
3 vehicles are continually enrolled in the system (in inventory), the icon will be displayed
and the dealer listed as a participating SCPO dealer. You can also de-certify the VIN (for
an example if the vehicle was wholesaled) by following the De-Certify link or by calling
our SAS/SCPO hotline at 1-800-932-0636.
6. After registering the VIN on Subarunet.com*, you will be prompted to enter the vehicles
additional equipment and price so you can print out an attractive “monroney-like”
window label to affix to the vehicle. You can always go back to “reprint window label” if
the label becomes damaged or faded.
 7. Once the SCPO vehicle has been inspected, reconditioned and detailed, and the VIN
registered, the vehicle should be made available for retail sale on your lot. Utilize the
free Point of sale materials to clearly identify the vehicle as SCPO with windshield
labels, license plate inserts, mirror hangers, etc. As a best practice it is recommended
to group the SCPO vehicles together with proper signage, banners or other
Identification. Placing a SCPO vehicle on the showroom floor in the same manner is
also a best practice.
8. Basic mechanical coverage for CPO includes a 6 year or 100,000 mile Powertrain plan
with a zero $ deductible and Roadside assistance. The dealer cost for this basic plan is
$495 plus surcharges (Turbo $95; 6 Cylinder $50; and STI $295). These costs should
be added to the cost of the used vehicle (and the vehicle then priced accordingly).
There should be no additional charge to the customer on these basic plans. Charging a
customer for basic certification, or using the SCPO program “as a closing tool” is a
violation of SCPO policy and procedures.
9. At the time of the sale, the customer will decide to stay with the standard plan or
purchase additional upgraded coverage (at an additional cost to them). SCPO
customers are limited to two simple options to choose from with special pricing: a
6/100 Classic Plan and a 6/100 Gold Plus at $0, $50, or $100 deductible. The
customer chooses the plan that’s right for them (standard or upgrade), and the
application is printed up for them to sign in the finance office. You could also enter the
application online through Subarunet.com* and print the customer copy directly from
the website if you choose.

CPO Classic Upgrades: Additional Dealer Cost: MSRP:

$100 Deductible $95 $190
$50 Deductible $225 $450
$0 Deductible $375 $750

CPO Gold Plus Upgrades: Additional Dealer Cost: MSRP:

$100 Deductible $275 $550
$50 Deductible $380 $760
$0 Deductible $515 $1030

10. Finally, to close out the process, the chosen plan is entered through Subarunet.com*
under the Certified Pre Owned Tab (on the left side) under Contract Entry. Please use
the customer’s correct information (it is important to use the “Change Vehicle
Ownership” option. Do not use “Update Current Owner”) and submit the application on-
line. If the SCPO vehicle has been financed through SMF at the special SCPO APR,
remember to print out a copy of the application from, it will be a required document to
fund the loan. Once entered and accepted the appropriate dealer costs will be
triggered and the customer coverage will begin. Once the application is processed you
will also receive a $7 credit for the cost of the Carfax report (which you initially ran) this
will automatically be deducted on your dealer statement. You can advise the customer
that they will receive their contract documents within approximately 2 weeks.

Congratulations you’ve just properly completed a Subaru CPO sale!

Any further questions can be directed to:

*SAS/CPO Hotline 1-800-932-0636

*Patti Mickel
Insurance Products Marketing Manager at 856-488-8766
*Jim Sarchese
National Manager for Added Security and CPO at 856-488-8705
*Or contact your Regional / Distributor District Sales Manager

*For SNE Dealers: SNEDCS.com provides links referenced as Subarunet.com