“Having the monthly cadence, reviewing performance, and putting the [accessories] tool in front of us on a regular basis helps us stay focused on accessory sales. The tool is helpful, adaptable, and useful to show our customers how they can accessorize their vehicle.”
—George Thompson, Fenton Family Dealerships, New Hampshire
Dealerships that have found success in accessory sales with IG Suite have proven that a consistent process leads to consistent results. If accessory sales feel like an afterthought in your store, it may not be your sales team or your customer base’s disinterest—it may be the process. Here’s how to establish a structure that works.
1. Ongoing Review
Accessories deserve the same strategic attention as F&I products, warranties, or service retention. Set up a recurring meeting each month to:
A set cadence keeps accessories top of mind for your management team as well as your sales associates. Over time, this rhythm builds accountability and makes accessory sales a natural part of dealership operations.
2. Repeated Use
An accessories-selling system isn’t enough to yield the results you’re looking for. Your system needs to be part of your sales process daily. Encourage your team to use the accessories tool in every vehicle presentation by getting a sale or having a declination form signed. You can help establish a culture of accessories by demonstrating them visually on the showroom floor, as well as digitally via the accessories platform.
In today’s selling environment, accessories need to be part of the research journey as an increasing number of customers shop online. Make sure your digital retailing platform integrates accessories as part of the sales conversation.
When the accessories tool is consistently used, it becomes second nature for sales associates to introduce accessories. Customers quickly see the value when they can visualize upgrades on their own vehicle.
3. Focus on Adaptability
No two customers are alike—and that’s where the accessories tool becomes most powerful. Its adaptability allows sales associates to meet the customer where they are, regardless of their budget, background, lifestyle, or preferences. With accessories, you can personalize recommendations based on what you know about the person in front of you, then roll accessories in with F&I for better budgeting. Allow the customer to view multiple configurations on their vehicle, filling their cart with anything that interests them without the pressure to buy. With a system like IG Suite, you can also feature hot-selling accessories or create custom packages for common needs.
This flexibility turns accessories from an upsell into a tailored buying experience, making customers more likely to purchase.
4. Treat Accessories Like a Profit Center
Dealerships that excel with accessory sales don’t treat them as “bonus revenue”; they treat them as an individual profit center. They set clear and measurable goals for accessory sales. To achieve those goals, staff must regularly train on best practices, and performance should be monitored as closely as you’d monitor any other program or department objectives.
When accessories are managed with the same discipline as vehicle sales or F&I, results follow.
Dealerships that commit to process, consistency, and adaptability see accessory sales thrive. The right cadence, the right tool, and the right mindset turn accessories from an overlooked opportunity into a growth engine for the business.
Our integration with major digital retailers covers all your bases, ensuring your customer is introduced to accessories no matter where they’re shopping from. Schedule a demo today to see how Insignia Group can support your accessory content.