Accurate Accessory Data Makes or Breaks Your Program

In any dealership, complexity is the enemy of consistency. And nowhere is that more true than in accessory sales. When pricing is inaccurate or part information is incomplete, even the best sales process breaks down. Sales teams hesitate, customers lose confidence, and deals slow to a snail’s pace.

Consistently accurate pricing and accessory information aren’t just details; they’re the foundation of a successful accessory sales program. When dealerships can trust their data, accessories become easier to present and sell to customers, whether they’re shopping online or in-store.

Accuracy Builds Confidence

Accessories are emotional purchases, avenues for self-expression, status symbols, and rites of passage. Customers are excited about upgrading their vehicle, personalizing it, and protecting their investment. That excitement disappears quickly when:

• Prices change after the quote
• Accessories end up being out of stock
• Installation costs were miscalculated

Dealers who have an avenue to ensure confident accessory presentations create a smoother, more trustworthy experience for everyone involved. Salespeople don’t have to guess. Customers don’t feel misled. And finance managers don’t have to fix mistakes later in the deal.

Real-World Example: Royal Moore Auto Center

Mike Egger, Parts Director for Royal Moore Auto Center, highlights how consistency creates success for his dealership.

“We like the Insignia Group system for the ease of using it to quote and display the accessory and pricing to customers, and give accurate pricing and part numbers for the sales department to include in the sales deal.”

When easy quoting, clear display for customers, and accurate data for deal writing are in place, accessories can become a natural extension of the vehicle purchase.

Why Inaccurate Data Costs You More Than You Think

Inconsistent or outdated accessory pricing doesn’t just create minor inconveniences. When pricing varies based on who you ask or where you’re looking, you have the perfect storm for friction at every stage of the car deal. The customer experience suffers, which is a death sentence in today’s modern market where experience is king. The relationship between parts and sales, which is sometimes strained to begin with, is negatively impacted by discrepancies. If the situation continues, you’ll end up with salespeople throwing in the towel and an unnecessary contributor to churn on the sales floor.

And the kicker? The reverse is also true. A properly supported accessory program boosts CSI scores, creates sticky customers (generating repeat business), improves interdepartmental communication, and reduces turnover by padding salespeople’s income.

Insignia Group Can Help

Accessories should enhance the vehicle buying experience—not complicate it. By prioritizing accurate pricing and accessory information, dealerships empower their sales teams, improve customer trust, and unlock consistent accessory revenue.

For over twenty years, Insignia Group has been the leading provider of digital accessory-selling systems in dealerships nationwide. Our sleek interface allows dealerships to create profitable accessory programs at the point of sale. Dealers using the Insignia Group accessories selling system can bundle accessories into custom packages, feature hot-selling accessories, process orders, and more. In addition, our integration with major digital retailers covers all your bases and allows for a seamless transition when customers decide to come into the store.

Schedule a discovery call today with us to see how our system can help you sell more accessories at the point of sale.