Blazing a trail for a successful accessory program requires a custom process. Just like your new hire requires training to adapt to your brand, culture, and customer base, molding an accessory program calls for similar attention.
Can a dealership with a strong management team craft such a strategy on its own? Is there any reason a store couldn’t take best practices and implement them independently? Is the expense of training a good return on investment?
These are valid questions, particularly now, as we keep a closer eye on our expenses. Let’s explore the reality of launching a new accessory program in your store.
A Dealer’s Reality
There is no accessory business without the car business. You’re in the car business first and foremost, focused on meeting goals and keeping your staff employed. Consider this relatable scenario: Someone in management lights a fire about the potential for accessories, and you mandate bringing up add-ons to your sales with the promise of incentives. The team would like to get on board, yet the car sale takes long enough, and they aren’t completely sure how or when to mention accessories. Sometimes they pitch it to their customer, and accessories gain a little traction. Initial excitement carries you through a quarter until OE goals take precedence. Accessories fall by the wayside at the first obstacle. A year later, you realize you've abandoned ship and maybe stumbled over some accessory revenue along the way. If this sounds familiar, it’s because it happens all the time.
The Reality of the Accessories Industry
The accessory industry is undeniably profitable, steady, reliable, and in demand. Selling accessories offers untapped income potential and a host of intangible benefits like reduced turnover and improved customer experience. Still, launching a program that taps into the multi-billion-dollar accessory industry requires continual focus. Using a consultant to create a plan and guide the staff has proven to be a necessity in making a substantial profit.
The Case for Consulting
Research shows dealerships committed to training sell over $100,000 more a year than those who go it alone or neglect ongoing training. Winthrop University conducted a study that found a stark difference between dealerships that regularly trained staff on accessory sales and those that didn't—the results were staggering. The study crossed all brands, using data spanning four years, with some compelling data points*:
Just like a new salesperson falls to the level of their training, dealers with a custom accessory sales process and support turn a profit that other stores can’t.
Insignia Group Can Help
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.
*When presenting and selling through IG Suite