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At Gallatin Ford in Gallatin, Tennessee, accessory sales now average $45,000 a month. Accessory Manager, Jim Elgas, credits that to something simple: being present.
“The biggest thing I do is see as many people as possible,” Jim says.
Being visible on the showroom floor is only part of it. He also works the service lane, where customers who already own a vehicle are a natural audience for accessories they didn’t think about, or didn’t have time for, when they bought it.
Strong Follow-up
A customer who leaves without accessories may still want them later.
“I email quotes on items people may want for their vehicle if I miss them at [the] time of purchase,” Jim explains. Instead of treating delivery as the last chance, Gallatin Ford keeps the conversation going and makes it easy to say yes later.
More Than a Program
Jim emphasizes that the tools are only half of it. “It’s more than just the Insignia [Group] Service. The team around you and how you utilize them assists also.” When sales, service, and accessories work together, everyone does better. “The more productive and successful they are, the more successful and productive you can be also.”
Word of Mouth
That consistency has paid off beyond the dealership’s own customers. Gallatin Ford sees a steady stream of people who bought their vehicles at other dealerships coming in for accessories, and many of them were referred. In Jim’s words, the business “has evolved into word-of-mouth sales due to the way we get things done and handle our customers.”
Insignia Group Can Help
Gallatin Ford’s results don’t depend on a single tactic. They come from covering every touchpoint, following up when a sale is missed, and building a team that customers recommend to their friends.
For more than 20 years, Insignia Group has led the way in 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 happens. 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.
