As summer winds down and routines begin to shift, customers start thinking differently about their vehicle. These seasonal shifts create new, natural opportunities for accessory sales. Change is in the air, and it’s more than the cooling temperatures. Back-to-school schedules translate to more driving, while cooler weather brings changing road conditions. Fall sports, weekend trips, tailgating, outdoor adventures, and upcoming holiday travel put new demands on vehicles. And as temperatures drop, customers begin looking for ways to make their vehicles more comfortable and better equipped for the months ahead.
Rather than treating accessories as an afterthought, dealers can use the change of season as a reason to easily present accessories—and recommend products based on how customers will use their vehicles this fall.
Here are some of the seasonal opportunities worth putting on your sales team’s radar.
All-weather floor mats are one of the easiest accessories to introduce because the need is almost universal.
Fall means muddy shoes, wet leaves, rain, dirt, along with plenty of everyday wear and tear. For families with kids, the mess can multiply quickly. All-weather mats give salespeople an easy, practical lead-in to the accessory conversation that doesn’t feel intimidating to the customer.
Cargo liners can be positioned similarly if it suits your brand better. Customers carrying groceries, sports equipment, pets, tools, or weekend gear can benefit from an added layer of protection in the cargo area.
The key is to make the recommendation specific to the customer's lifestyle and solving a problem rather than selling a product.
Try This: “You mentioned you're driving the kids to soccer several nights a week. Have you considered all-weather mats or a cargo liner to make cleanup a little easier?”
Instead of simply selling a product, the salesperson is solving a problem.
Fall weather is a favorite for many and an ideal time to participate in outdoor activities. Roof racks, crossbars, cargo carriers, and other transportation solutions can be particularly relevant for customers who travel, participate in outdoor activities, or need additional storage.
A customer buying an SUV for family trips may also need a way to carry luggage, bikes, or recreational equipment. A customer purchasing a truck may be interested in products that make hauling and towing easier.
This is where lifestyle-based selling becomes especially valuable. Ask questions about what customers do—not just what they drive.
Try This: “Since you’re looking forward to your upcoming camping trip, let’s take a look at a few add-ons that will upgrade your experience—like a bike rack that will accommodate the whole family.”
Road trips can mean more pets in the vehicle.
Pet accessories can be an overlooked personalization opportunity. Seat covers, cargo protection, pet barriers, and other products can help customers protect their vehicle while making it easier to bring their four-legged passengers along.
For families, cargo organizers and other storage solutions can address another common pain point: keeping everything under control.
Try This: Instead of focusing on selling another accessory, tailor your presentation to making the customer’s life easier. “You said your bulldog is like another member of the family. Let’s see how much a backseat cover would increase your monthly payments so you can bring him along without getting hair everywhere.”
One of the easiest ways to make seasonal accessory selling more intentional is to create a few ready-to-present packages.
For example:
All-weather mats
Cargo liner
Mud/splash guards
Roof rack/crossbars
Cargo carrier or bike rack
All-weather mats
Bed protection
Tonneau cover
Towing equipment
All-weather mats
Cargo protection
Seat or pet protection
Packages don't have to be complicated. The goal is to give salespeople a simple starting point and make it easier for customers to see how multiple accessories work together.
Insignia Group Can Help
For more than 20 years, Insignia Group has been the leading provider of digital accessory-selling systems for dealerships nationwide. Our sleek interface allows dealerships to create profitable accessory programs at the point of sale—no matter where the sale is happening. Dealers using the Insignia Group accessories selling system can bundle accessories into custom packages, feature hot-selling accessories, process orders, and more!
Schedule a demo with us today to see how our system can help you sell more accessories at the point of sale and beyond.