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As we quickly approach the summer months, dealerships can plan to combat the slump with a preemptive boost to their bottom line.

Every high-performing sales organization relies on structured communication—often called word tracks or sales scripts. Without them, conversations can become inconsistent, unfocused, and even uncomfortable for the customer (and the salesperson)!

In any dealership, complexity is the enemy of consistency. And nowhere is that more true than in accessory sales. When pricing is inaccurate or part information is incomplete, even the best sales process breaks down. Sales teams hesitate, customers lose confidence, and deals slow to a snail’s pace.

When dealers start to think about growing (or launching) an accessory program, the conversation often turns to tools, training, or incentive programs. The reality is, the success of an accessory sales process doesn’t hinge on software or salespeople—though these are important factors. The true essence of success lies with leadership, and more specifically, sales managers.

When’s the last time you misplaced a We-Owe form with an accessory order on it? Whether it was last week or last year, a lost order makes exceptional customer service impossible.

As an essential document, your store’s We-Owe process should be foolproof. Instead, too many dealerships are relying on humans performing perfectly 100% of the time. There’s a better way to serve your customers and protect your store, and it’s too easy to overlook.

Dealership management does a lot of gymnastics to keep things running smoothly. 

And managing personalities while meshing departments is a big part of daily life in a car dealership. 

The “every man for himself” culture in car dealerships can be a pervasive problem. It’s there below more pressing issues like inventory shortages or shrinking profit margins.

When will it all bubble up over the brim?

Winter is the season for new potholes. As we approach months of snow, freezing temperatures, and harsher overall conditions, roads are prone to crack under the pressure. The result is blown tires and bent wheels on your customer’s vehicles. 

Now is the opportune time to be proactive about better serving your customers. Seasonal tire and wheel programs will benefit your customer base while adding profit to fixed ops and striving towards those year-end goals.

One of the first steps in creating an accessories powerhouse in your dealership showroom is selecting the right person to champion the project. 

While we recommend a dedicated accessory manager as a best practice, dealerships of varying brands have succeeded in three different ways. Your store can be successful by finding the right fit for your store size, brand, and unique customer base. Examine your dynamics and see who you can lean on as your expert in all things Vehicle Personalization. 

A well-laid process that works for your store is the key to your success. There’s room for variation in the details.