Fair Oaks Motors in Chantilly, Virginia is playing the numbers game—and playing it well. Using Insignia’s digital accessory selling system, the front of the house is presenting accessories at the point of sale to 100% of their customers. You can’t ask for much more, but they’re doing more anyway.
In addition to offering personalization every single time, the store utilized a pre-loading strategy on about 10 to 15 vehicles monthly. These preloads are used to showcase popular accessories, all while helping the store successfully achieve their MOPAR numbers.
Fair Oaks focuses in on lifted Jeeps, selling above and beyond the target number. The store committed to long term success with Insignia, opting for the Guided Program with their local consultant. Utilizing both accessory presentations and preloads affords the store the opportunity to receive incentives from corporate for consistent performance.
Vehicle Personalization Expert, Lance Burris, notes that the entire store is on board with the system. “Sales continually registers 100% of customers and all departments use the system as a menu,” Lance says.
Taking a page from Fair Oaks Motors book, we’ll go ahead and suggest Best Practice Tip #13–ask everybody, every time.
May the odds be ever in your favor!