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Shadi Jarjoura knows he’s got his work cut out for him. Jarjoura is the sales director for Ensurall Warranty Plans, and Ensurall started selling warranties online about a year ago. That means outselling plans offered at the business offi ce. “That’s the tough part,” he admits. “There’s a certain credibility that comes with dealing with someone face to face … where you bought your car. That’s the challenge of Internet selling.” By challenge, he means Internet selling involves dealing with someone the customer can’t see about a big-ticket purchase. But he’s optimistic because Americans have taken to buying warranties online. So he fi gures it’s just a matter of time until Canadians jump on board. It’s going to take time, though. “The people who buy extended warranties tend to be older people and they are the least likely to shop
