Top 3 Reasons F&I Managers Need Accessory Sales

Posted by Trey Bodwin on Jan 25, 2018 12:00:00 PM

*updated 9/1/2021

The Vehicle Personalization beast is growing—and it needs more room. Your showroom isn’t big enough to contain the accessory sales mammoth anymore. Personalization is stretching its limbs into F&I, and your finance manager ought to receive Godzilla with open arms. While it’s a widely known fact that accessorizing vehicles at the point of sale benefits your bottom line and your customer, the benefit to all departments is less commonly agreed upon. There’s a misconception when it comes to F&I.

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Topics: Sales Best Practices, Increase Profits, Customer Success, Dealership, Vehicle Personalization, accessories, sales team, accessories installations, F&I

3 spooky myths that keep dealers out of the accessory game

Posted by Whitney Williams on Oct 31, 2017 1:30:00 PM

Are you easily spooked? As we consult with dealerships nationwide, common threads emerge from management staff trapped in a fear.  They know vehicle personalization is profitable and bordering on unavoidable--after all, if your customer can’t get it from you, they’ll get it somewhere else.

Unfortunately, misconceptions often hold dealers in place. We’ve debunked the most common objections to vehicle personalization in the showroom. Here are three fears that keep dealerships frozen in place. We encourage you to step into the light.

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Topics: Customer Retention, Presentation Tools, Increase Profits, Marketing, Customer Success, Dealership, Vehicle Personalization, accessories, Showroom, staff

Train insane or remain the same

Posted by Whitney Williams on Oct 19, 2017 12:00:00 PM

Imagine walking to the back of your lot and discovering a new vehicle from your inventory, literally picked up and put IN the dumpster. You stare in amazement trying to figure out how one of the most expensive cars on your lot is literally in the trash. Your blood pressure rockets as you realize that’s about $70,000 your dealership is about to write off to salvage...gone.

Now, apply that reaction to watching another sales person quit. According to recent studies, dealerships literally lose $70,000 to $100,000 per year on expenses related to sales staff turnover.

A study conducted by Cox Automotive found employee turnover rate in the showroom is a staggering 67%. The research, published by Auto Remarketing, found dealerships spend an average of $10,000 per new hire, and about 7 out of 10 of those new hires throw in the towel shortly thereafter. With those figures in mind, dealerships with a modest staff of just 10 salespeople torch upwards of $70,000 every year. Auto Remarketing makes the solid point that a lack of training leads to this astonishing turnover rate. We believe there’s a way to stop this runaway train.

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Topics: Customer Retention, Improve CSI, Increase Profits, Customer Success, Dealership, Showroom, staff, sales team, sales, Educate

Clements and Jay Wolfe: sales associate use personalization to create a great experience, extra income

Posted by Whitney Williams on Sep 5, 2017 12:53:21 PM

No matter the brand, location, or dealership size, every dealer in America has common challenges they face. High turnover in the showroom and the illusive perfect CSI score do not discriminate--these are obstacles known by all.

There’s change in the air, and it’s been a long time coming. As the industry embraces the “customer experience over everything” approach, it’s increasingly evident the transformation has to come from within.

If dealerships want their sales staff to create a “sit down and stay a while” atmosphere for their customers, we’ve got to hire and nurture a sales staff that will sit down and stay a while too.

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Topics: Accessories System, Customer Retention, Improve CSI, Marketing, Customer Success, Dealership, Showroom, staff, sales team, sales, Educate

Top 3 Things Your Millennial Customers Want

Posted by Whitney Williams on Aug 17, 2017 12:00:00 PM

“In the next ten years, 40% of all new vehicles will be sold to millennials, and they’ll be buying cars for the rest of the 21st century” [AutoTrader]

In 2013, AutoTrader conducted an extensive study of the millennials buying motives and power. Fast-forward to present day and we clearly see these findings unfolding as automotive dealerships perform back flips to keep up with consumer demands. There are enough articles about the habits of millennials and the iGeneration to fill a small galaxy. With so much information to sift through, how can a dealership stay up-to-date on the latest trends, technology, and marketing, and still sell cars?

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Topics: Sales Best Practices, Presentation Tools, Improve CSI, Increase Profits, Customer Success, Dealership, Vehicle Personalization, sales, Millenials, Educate, customers

Sonic dealership continues high-volume pace using accessories strategy

Posted by Whitney Williams on May 23, 2017 2:10:00 PM

If there were a school for how to master this car dealership thing, you’d read about Denver’s Mountain States Toyota in the history book. Consistent vision. Unrivaled dedication to the success of each team member. Well over two million dollars in accessory sales for two years running.

General Sales Manager Sean Kramer reflects on the incredible accomplishments of Mountain States Toyota.

"We’ve seen tremendous growth in sales volume and accessory sales since implementing our Insignia process about two and a half years ago,” Kramer explains.

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Topics: Accessories System, Sales Best Practices, Accessory News, Increase Profits, Process Training, Marketing, Customer Success, Toyota, Dealership, Challenge Coin, Vehicle Personalization, accessories, Showroom, Mountain State, Sonic Dealership

NADA 100 - Reflections

Posted by David Stringer on Feb 2, 2017 6:44:25 PM

I don't know about you, but I really like the NADA show timing so close to the beginning of the year. It feels like the right way to start the year running or hustling, with a feeling of urgency.

My perception in conversations with dealers and store managers on the show floor was a feeling that the clock is ticking and things needed to get done--a lot of things.

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Topics: Customer Success, Vehicle Personalization, nada

Glitter and Lightsabers: The missed market

Posted by Whitney Williams on Jun 23, 2016 4:45:00 PM
Buying a car. Most likely, the second biggest purchase you’ll make in life. To better understand that statement, think about the first biggest purchase. Consumers that are buying a home spend months, if not years of their time researching and searching for the perfect fit for their life and family. Incredible amounts of money are spent on homes in America. Countless television series are dedicated to home buying, improvement, restoration and the like. Home furnishing stores are everywhere, making it possible for every room to express an individual’s unique style. Is a car buyer all that different?
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Topics: Customer Retention, Customer Success, Vehicle Personalization, accessories

The Insignia Group Challenge Coin

Posted by Whitney Williams on Feb 23, 2016 6:00:00 AM

Year after year, a handful of Insignia customers rise above the standard and process millions (with an “s”) of dollars in accessory sales through the Insignia system. Though our process is proven, it takes dedication and innovation on the dealer level to attain this level of success. As a company, we want to recognize the dealers that jumped all the way in to the idea of personalizing every vehicle in the showroom.

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Topics: Customer Success