Blog

The art of accessory sales presents one golden opportunity. There are other opportunities along the way, yet only one is golden. While the accessory sale is a multi-step process, the actual presentation begins with a lead-in product. 

You’ve started at the trade, gotten to know your customer’s lifestyle, mentally filed away the best personalization options to suggest and then closed the car deal. In this blissful moment, you tarry your customer with a Coke and a smile, knowing the dreaded F&I wait time has been subdued by Vehicle Personalization.  

The golden opportunity has arrived, and we call it utilizing a lead-in product.

Salespeople are learning how to sell cars again after a long period of being order takers. Having empty lots and vehicles on backorder got us all out of practice. As inventory and prices stabilize, there’s inevitably going to be a relearning process. 

Retraining car salespeople after the industry upheaval means addressing changes in customer behavior, understanding industry trends, and adopting more efficient ways to meet goals. Wise management should take advantage of the potential in training by integrating accessory sales into the process. 

Here are some strategies to consider.

Customizing your car used to be reserved for true car enthusiasts. Today, Vehicle Personalization is a multi-billion dollar industry, consistently adding hundreds of thousands (if not millions) of dollars to dealerships’ annual gross profit. It’s not just gearheads from the tuner scene in SoCal that want accessories. It’s Charles from the suburbs. It’s Molly from accounting. It’s the next person to walk into your store.

Although trends change rapidly, the desire to personalize does not. It’s not a matter of if consumers will personalize their vehicles; it’s a matter of when and where they’ll spend the money to do it. 

Quality salespeople will tell you they'll take "no" over "let me think on it" any day. A “no” is a bit easier to work with. Perhaps, this person was an unqualified prospect or someone to call in six months. Somebody who wants to think about it, on the other hand, can require some gymnastics to get to the real objection. It's nothing you can't handle. Remember to maintain an empathetic and positive attitude while selling around the objections.

The pandemic rocketed the automotive industry forward one to three years in accepting digital retailing. Years before COVID, we knew Carvana and Vroom were changing the way consumers bought cars. The option to buy online affected dealerships some, however, we weren’t comparing apples to apples.

Consumers did, and still do like to sit in a car before they buy it. With the majority of customers buying cars traditionally, online retailing was a secondary focus. Just one year ago, merely having a web inventory and an active social media presence made your store competitive in the digital space.

Well, now, everything’s changed.

Why Does Automotive Digital Retailing Matter? 

Google published some astonishing statistics about online buyers. Their data showed that 84% of Americans are shopping for something in any 48-hour period. Additionally, 63% of all shopping began online. The research went further, examining trends when people buy specific products. Those in the market for a car took to Google to gather information. Said consumers ranged from 20 to 68 years old. Over time, these shoppers researched the best dealership, brand, and trade-in online. We can infer the end result. The consumer likely bought a car they chose from their research. The vehicle was likely purchased from a highly-rated dealership, also found online. 

These are unique times for the automotive industry. Online car sales are surpassing what we're used to, while in-person sales are transforming to fit the times. Unfortunately, accessories can fall by the wayside when we're hyper-focused on moving metal. After all, many dealerships are merely surviving. How can a salesperson offer accessories online without losing the customer's interest? How can an in-person sale survive the perceived "extra step" of an accessory presentation?

The reality is, accessories can cushion your bottom line. After all the hard falls we had this spring, we could all use some extra cushion now. So don't neglect the incredible profit potential Vehicle Personalization has to offer! Lead in to your lead-in products for an easy transition from car sale to accessory presentation.

If there’s one thing we’ve learned from the first half of 2020, it’s that toilet paper was never the answer.

That in mind, we press on, looking first to survive, then creatively thrive. July, which is about level four of Jumanji, has presented a game advantage in the form of a delayed tax day. After a few difficult months, a final wave of income tax returns makes it possible for consumers to take the bait on a new vehicle. America threw us a bone and we’re going to accessorize it.

We could all use a boost to our bottom line right now. 

We could probably use a week off social media, a tropical vacation, and some yoga too, but I digress. With summer ablaze, car dealers have more than a day at the beach on their minds. In the midst of a global pandemic inciting mayhem in our industry, we must soak up every cent of seasonal summer accessories. Say that five times fast.

Margin compression matters now more than ever. As dealers adapt to selling cars digitally, or with skeleton crews, monthly sales volumes are on a slippery slope. Though our present industry reality is less than ideal, we aren’t without hope. We have the tools to make every car sale count, to the extent of tipping this month’s scale back into balance, precarious as it may be.