The magic of Christmas is in the air, glimmering off your perfectly waxed showroom vehicles. Everyone knows that the holiday season is a beautiful time to be in the car business. The potential to boost your bottom line this month is something even Walter Hobbs can smile about, and smiling is our favorite. Tell your sales staff to buckle up and make work their favorite, because Santa’s got a brand new bag this December (and it’s full of extra commission).
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.
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
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.
Topics: Dealership, Vehicle Personalization, accessories, Showroom, millennials, accessories installations, eCommerce, Best Practice, relationships, Accessories sales, creative, increase sales, content, profit
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.
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 a 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.
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 selecting an accessory champion for your dealership, there are about three good ways to skin a cat. Dealers should examine their process and store volume to determine who to lean on as their expert in vehicle personalization.
Whether you go the route of a dedicated accessory manager, utilize an emerging leader from your sales team, or mix the two methods together, the key to your success is a well-laid process.
Topics: Accessories System, Sales Best Practices, Customer Retention, Word Tracks, Reducing Turnover, Increase Profits, Vehicle Personalization, staff, sales team, accessory program, accessories installations, F&I, Best Practice, Accessories sales, increase sales, we-owe, preload, Aftermarket, OE, salesman, building, guided, profit
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.
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?
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.
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
It’s a proven fact that following Insignia’s best practice tips will add thousands, sometimes millions in gross profit to your dealership in a calendar year. Sometimes, however, the stars align and a beautiful ballet of synchronization between corporation and consultant produce a stage-worthy performance, far beyond what’s hoped for.
Topics: Increase Profits, Dealership, Vehicle Personalization, accessories, Showroom, staff, brand loyalty, sales, accessory program, JLR, F&I, Best Practice, success, Accessories sales, Insignia Group, Land Rover, Jaguar, reatailers, increase sales