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Becoming a successful salesperson requires thorough training. While many pursue a sales career to complement natural people skills, even the best salesperson requires training specific to the dealership’s process. Think about your new employee training. What’s the length of the training, and what does it entail? How do you invest in your new sales staff to ensure a return on investment? Who supports new hires as they acclimate to the job? Most dealers can agree on a few key points when it comes to inducting staff, particularly on the sales floor. Proper training is essential, as well as support and follow-through from the employee’s manager.

Much like Vegas itself, the SEMA Show represents an amazing display of human endeavor and once again the folks of the Speciality Equipment Market Association (staff and management) executed another amazing show #SEMA16. Well done!

It’s the most wonderful time of the year for every aftermarket automotive guru. As SEMA celebrates its golden anniversary,  industry professionals from all over the world flock to Las Vegas. SEMA boasts of the latest, the greatest, the unseen, the eccentric, and the daring. It’s a show no one wants to miss, yet only the qualified gain entrance. With  attendees numbering over 100,000 in recent years, there’s no telling what this 50th celebration will draw when it’s all said and done.

VW - It’s personal.

What is it about VW that’s drawn near fanatics to the brand over the years? Think retro Volkswagen bus enthusiasts, the incomparable Beetle following, and Back to the Future’s modified DeLorean. What about the innate ability to bounce back from the negative press? We think it’s as simple as listening to customers and evolving to meet consumers’ needs.

In honor of the upcoming celebration of all things automotive (more commonly known as SEMA), it’s time to test your knowledge of the kraken that is the accessory industry.

Vehicle personalization, a multi-billion dollar market, is widely untapped. Storefronts selling custom rims, tires, and window tint can exist solely because of dealership’s failure to provide those options to the customer before the customer leaves the showroom. Who wouldn’t want to take advantage of profit potential that spans every budget and background? From air freshener to lift kits, there’s something to be sold to everyone who walks in the door.

How savvy are you on the business of vehicle personalization? Test your knowledge with this three-question quiz.

These days, the overwhelming majority of automotive brands have gone global. Looking at just the top five brands of the first half of this year, you’ll find these industry leaders featuring sites from Belarus to Chile. This raises a common challenge. How can automotive brands cater to customers in different geographical locations with varying cultures, needs, and interests? Vehicle Personalization is a multi-billion dollar industry in America alone, so imagine the profitability worldwide. Profitability aside, custom cars transcend culture and location. Every automaker desires to create brand loyalty in every market. Vehicle Personalization makes that goal attainable.

No matter how you slice it, your sales team is paramount to your success as an automotive dealership. As the dealer, it’s your responsibility to create a favorable work environment where your floor team has an opportunity to make a living for themselves with the support of the management team. Qualifications to sell cars at your dealership should require more than willingness and a pulse. Too often a store succumbs to high turnover, and, in haste, hires Tommy Boy. Is there a way for dealership morale to thrive while front end gross increases?

A thriving dealership knows to never miss an opportunity with a captive audience. Automotive Broadcasting Network cites 400 million hours of wasted in-store time spent by Americans in a year. Too many dealerships herd these consumers, waiting on service or F&I, to solitary confinement with a cup of bad coffee and a fish tank to entertain them.

Even the small cars need a touch of pizzazz.

Compacts cut a metropolitan profile these days. In this market, it’s not enough to be fuel-efficient. Popular small cars such as the Chevrolet Cruze, Honda Civic, and Ford Focus sport sleek body lines. Those lines feature popping colors and racks to support all sorts of outdoor habits.

Which customization and accessories, dealer or aftermarket, will let you ride like a boss? Here’s a guide to a few.

As good as something may be, there’s always room to overdo it. When personalizing in the showroom, remember there’s a fine line between a conversation starter and a loss for words. Accessorized vehicles on the showroom floor are a must—but with taste. Every customer that buys from you won’t ask about personalization options. Because consumers are all different, many won’t even know what an OE or aftermarket accessory is. While offering personalization at the point of sale to every person is the number one way to close on it, your showroom should be selling personalization before you ever get to the presentation.