The Magic Number for Selling More Accessories at the Point of Sale

When it comes to selling accessories at the point of sale, four is the magic number.

Offering accessories increases profit per vehicle sold. And, not all dealerships understand that the challenge isn't convincing customers that accessories have value. The biggest obstacle for most stores is creating a consistent process where accessories are offered to every customer—simply offering is more than half the battle.

The dealerships that see the greatest success don't leave accessory sales to chance. Instead, they follow a simple strategy: present four carefully selected accessories to every customer.

Why Four Works

While dealerships that offer accessories to every customer are already ahead of the game, the dealerships generating the highest accessory revenue take it one step further. Rather than showing customers one or two products and hoping something sticks, they present four accessories that are intentionally selected based on the customer's vehicle and lifestyle.

This is information you gather during your time with the customer, making the selection process straightforward.

More options don't overwhelm customers when they're relevant. Instead, they help customers visualize how their vehicle can better fit their needs and make ownership more enjoyable from day one.

A Real-World Example

One Subaru dealership using the Insignia Group Accessories Selling System experienced this firsthand.

Before implementing the power of four, this dealership averaged around $10,000 monthly in accessory sales (by presenting only one or two accessories during the sales process).

After implementing a strategy of consistently presenting four relevant accessories to every customer, monthly accessory revenue climbed to $60,000.

The inventory didn't change. The customer base didn't suddenly grow.

The biggest difference was simply presenting more relevant opportunities to buy.

The Four-Accessory Formula

So what should those four accessories be? The most successful dealerships don't randomly pick products. They follow a proven formula.

1. Start with a Lead-In Product

Begin with an affordable, high-value accessory that's easy for nearly every customer to say yes to, regardless of their budget or vehicle selection.

This could be:

• All-weather floor liners
• Cargo trays
• Splash guards
• Wheel locks

These products provide a starting point for the conversation and help build momentum. Once customers begin personalizing their vehicle, they're often more open to considering additional upgrades.

2. Recommend the Most Popular Accessory for That Vehicle

Every model has accessories that customers ask about repeatedly.

For trucks, it might be:

• Tonneau covers
• Running boards
• Bed liners

For SUVs, it could be:

• Roof rack systems
• Tow packages
• Cargo organizers

For sedans, perhaps:

• Window tint
• Paint protection
• Remote start

Presenting your dealership's best-selling accessory for that specific model adds credibility because customers know other owners are making the same choice.

3 & 4: Personalize the Last Two Recommendations

This is where the sales conversation becomes more unique to your customer.

As you're learning about the customer, ask simple questions about their lifestyle, how the vehicle will be used, and what potential passengers they might have.

The answers naturally guide your recommendations.

A customer with young children may appreciate rear seat protection and all-weather mats.

An outdoor enthusiast may benefit from crossbars, bike racks, or roof cargo carriers.

Someone purchasing a truck for work might find value in toolboxes, bed storage, or upgraded lighting.

When customers feel like the recommendations are tailored specifically to them, they're much more likely to see the accessories as useful additions rather than optional extras.

It's About Relevance, Not Pressure

Some salespeople worry that presenting four accessories will feel too aggressive.

In reality, customers appreciate being shown options they may not have known existed.

The goal isn't to convince someone to buy all four accessories. It's to make sure every customer sees the possibilities for personalizing their vehicle. Some customers will purchase one accessory. Others may purchase two or three. Occasionally, they'll purchase all four—and sometimes even more.

The point is, none of those sales happen if the accessories are never presented.

Insignia Group Can Help

The biggest mistake dealerships make isn't choosing the wrong accessories; it’s being inconsistent. Help your salespeople present accessories with skill and enthusiasm, 100% of the time, with a repeatable process.

For more than 20 years, Insignia Group has been the leading provider of digital accessory-selling systems in dealerships nationwide. Our sleek interface allows dealerships to create profitable accessory programs at the point of sale. Dealers using the Insignia Group accessories selling system can bundle accessories into custom packages, feature hot-selling accessories, process orders, and more! In addition, our integration with major digital retailers covers all your bases and allows for a seamless transition when customers decide to come into the store.

Schedule a demo with us today to see how our system can help you sell more accessories at the point of sale.