[Updated 11/12/2020]
The stampede is coming, and they’re ready to break the internet. The Black Friday crowd has gone virtual. If 2020 has already set records in e-commerce, imagine the impact of the biggest shopping day of the year. With all the online activity, the day after Thanksgiving is basically just the warm up for Cyber Monday.
Yes, the opportunists are charging their laptops on Black Friday eve, ready to kick this thing off with new car smells. Make this car-shopping season spark joy with mega-profit potential, stellar CSI scores, and repeat business. I hope you upgraded your internet package.
In all the activity, don’t let Vehicle Personalization get lost. You cut your legs out from under yourself when you bypass accessories. This high volume day is the ideal environment for accessory sales, and can even be used to temper the flow online and in store.
Here’s three things Vehicle Personalization can do in the hustle and bustle.
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Topics:
Sales Best Practices,
Increase Profits,
Dealership,
Vehicle Personalization,
accessories,
sales,
accessories installations,
success,
Accessories sales,
creative,
increase sales,
profit,
consulting,
cash,
customer experience
The task of selecting an accessory champion for your dealership can be harrowing. There’s no one-size-fits-all approach and without a compass, dealers may find their accessory program suffering. To begin, management should examine both process and store volume to determine who to lean on as the personalization expert.
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Topics:
Sales Best Practices,
Improve CSI,
Process Training,
Dealership,
Vehicle Personalization,
accessories,
Showroom,
staff,
sales team,
sales,
customers,
Best Practice,
Accessories sales,
tips,
increase sales,
salesman,
profit,
consulting,
customer experience
You know what’s terrifying? The amount of high fructose corn syrup America will eat today.
There’s something more horrifying. Dealerships that are still focusing all their efforts on adding profit and neglecting the customer experience.
This Halloween, lavish every customer that darkens your doors with sweet goodness--even the witchy ones.
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Topics:
Customer Retention,
Presentation Tools,
Improve CSI,
Customer Success,
Dealership,
Vehicle Personalization,
accessories,
Showroom,
sales,
accessory program,
seasonal,
customers,
creative,
increase sales,
dealer,
profit
Amazon. The Colossus of Clout, the 6th love language, and the number one competitor to your dealership’s accessory program. Amazon Prime is over a hundred million users strong, and commonly raking in over a billion dollars on Prime day alone. How could your locally-owned dealership compete with Mother Earth? The same way you eat an elephant. One bite at a time.
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Topics:
Dealership,
Vehicle Personalization,
accessories,
Showroom,
millennials,
accessories installations,
eCommerce,
Best Practice,
relationships,
Accessories sales,
creative,
increase sales,
content,
profit
Once upon a time, Vehicle Personalization met football and fell in love. The two were married in a dealership overlooking a college stadium and began their lives together. Soon, they welcomed a baby, named Tailgating, and it would change the world.
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Topics:
Accessories System,
Dealership,
Vehicle Personalization,
accessories,
Showroom,
seasonal,
customers,
tips,
creative,
increase sales,
preload,
Aftermarket,
building,
dealer,
Gross profit,
profit,
cash
Vehicle Personalization can be a profitable endeavor for every department. Getting your sales team excited about your Vehicle Personalization program requires a consistent commission structure. How can your dealership decide what’s right for your team? Consider one of our proven structures to get everybody motivated.
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Topics:
Sales Best Practices,
Dealership,
Vehicle Personalization,
accessories,
staff,
sales,
Best Practice,
Accessories sales,
tips,
increase sales,
dealer,
Gross profit,
profit,
consulting,
cash
Isolating and overcoming objections is a key component of any sales process. The process of presenting and selling accessories at the point of sale is no different. Although we strive to make Vehicle Personalization a relaxed shopping experience, we know as the sales professional that your ultimate goal is to make a sale.
That’s why you need the plan to overcome objections from the customer who is unengaged or opposed to spending another dime. We believe that accessories, when handled correctly, can almost sell themselves.
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Topics:
Dealership,
Vehicle Personalization,
accessories,
Showroom,
staff,
sales team,
sales,
accessory program,
Best Practice,
success,
Accessories sales,
tips,
Insignia Group,
increase sales,
salesman,
dealer,
profit,
consulting
When it comes to deciding how to stock your electronic accessory catalog, the name of the game is “both/and”. Yes, OE and aftermarket accessories are the new Ying and Yang, existing in perfect harmony within your parts department. As a best practice tip, strategically lay out your physical and on-screen display with OE’s most likely to succeed, and fill in the gaps with wisely sourced aftermarket.
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Topics:
Accessories System,
Sales Best Practices,
Dealership,
Vehicle Personalization,
accessories,
brand loyalty,
Educate,
Best Practice,
Accessories sales,
configurator,
preload,
Aftermarket,
OE
As an Insignia VPE, I do a lot of training during my guided visits. I emphasize the same lesson when training associates with proven success and those who have never presented Vehicle Personalization before: consistency of presentation. To be victorious you have to show up first.
I don’t care what kind of experience you’ve had with the customer. Make a Vehicle Personalization presentation! According to industry statistics, 9/10 of your customers WILL personalize their vehicle within 90 days of purchasing it with anything from fuzzy dice to a truck cap. Why not offer them all the opportunity to integrate it into their purchase?
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Topics:
Sales Best Practices,
Customer Retention,
Improve CSI,
Increase Profits,
Customer Success,
accessories,
Showroom,
staff,
sales team,
sales,
Educate,
customers,
F&I,
Best Practice,
service,
Insignia Group,
configurator,
increase sales
In a fictional study never performed, 100% of dealers admitted their preloading program was one of their biggest factors hindering them from selling accessories in the showroom.
Jokes aside, this really is a common theme that dealers are often getting snagged on. We all know that vehicle personalization is a multi-billion dollar industry, but with popular vehicles preloaded on the lot and showroom floor, dealers shy away from bringing up additional add-ons to their customer. The result? The customer just buys what they need somewhere else.
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Topics:
Accessories System,
Sales Best Practices,
Customer Retention,
Word Tracks,
Reducing Turnover,
Increase Profits,
Dealership,
Vehicle Personalization,
accessories,
staff,
sales,
accessory program,
Best Practice,
drive,
Accessories sales,
Insignia Group,
Land Rover,
Jaguar,
increase sales,
we-owe,
preload