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5 Auto Accessories Your Dealership Should Be Selling

Posted by Insignia Group on Jan 18, 2023 10:32:08 AM

The world of auto accessories is as vast as the ocean. There are many ways to make a dollar using accessories, with both OE and aftermarket catalogs always growing, the possibilities are endless! 

Accessories are adaptable. They hold the power to push a hesitant customer to commit and put an extra incentive in a salesperson’s pocket. Auto accessories add profits in fixed ops, allow for better introductions to service, and transform dealerships into a one-stop shop for consumers. 

Dealers who sell accessories simply make more money. With the right strategy and sales process, your dealership sales are guaranteed to increase. 

An accessory catalog can change seasonally and by location. Still, some auto accessories have proven themselves as tried and true sellers regardless of the time or place. 

When you set out to become a Vehicle Personalization powerhouse, ensure you’re offering these five accessories at every opportunity.

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Topics: Dealership, sales, Accessories sales

3 Factors of Dealership Turnover

Posted by Insignia Group on Dec 6, 2022 10:36:28 AM

Employee turnover has been cited as the #1 challenge for dealerships.

Recruiting, hiring, and retaining top talent has a price tag, and the revolving door of employee turnoverimpacts profitability. According to the 2022 NADA Dealership Workforce Study, "...employee turnover rate within the industry is currently at an average of 67 percent."

That’s a staggering number, considering that just one year before, Auto News reported turnover was the lowest it had been in a decade at only 34%. 

Dealers put money into hiring a new employee, only to lose them before their 90-day assessment. 

Employees that stick around longer end up irritated by the structured payment plans. And let’s face it, we’ve all experienced the pain of reduced margins which impact how sales consultants are compensated. 

So, what can dealers do about this age-old problem?

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Topics: Sales Best Practices, Reducing Turnover, Dealership, sales team

Dealerships Can Take the Sting Out of Oncoming Recession

Posted by Insignia Group on Dec 1, 2022 10:03:38 AM

Economists differ on what’s coming next. One will argue that consumer spending is still strong, employment is still in an upward churn, and we’re just thawing out from the global freeze caused by the pandemic. Another will say an early 2023 recession is inevitable. 

Dealerships have to deal with future forecasts while simultaneously managing current challenges. Will high vehicle prices and low inventory give way to slowed demand?

Regardless of what awaits the automotive world in 2023, cars are an essential business and dealerships are notoriously resilient. 

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Topics: Increase Profits, Dealership, Accessories sales, Gross profit

Break Up With Paper We-Owes

Posted by Insignia Group on Nov 22, 2022 11:10:08 AM

The “due bill,” or We-Owe, originated from a need to protect both dealerships and customers from making false claims on a car sale.

Years ago the industry had a less-than-savory reputation for swindling people out of their hard-earned money. Sometimes, dealers would sell less than road-worthy cars for a premium price, only for the vehicle to break down on the new owner. 

A “he said/she said” scenario was born, with dealerships making promises and later backing out of them. With no proof of prior conversations, the customer found themselves with a lemon and no money.

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Topics: Process Training, Dealership, Best Practice, Lead in

Auto Accessories: Bringing Departments Together

Posted by Insignia Group on Nov 15, 2022 12:23:19 PM

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

Managing personalities and meshing departments is a big part of daily life in a car dealership. 

There’s the “every man for himself” culture in car dealerships, which is a pervasive problem. And, it’s always there, just below more pressing issues like a pandemic or a chip shortage. When will it all bubble up over the brim?

These issues are understandable and some stores have a better handle on it than others. Mostly, it comes down to a lack of communication. At times it can be easier to deflect when you have an angry customer standing in front of you. 

In a climate like the one we have today, departments are tempted to compete for profit rather than focusing on the dealership as a whole. Whether it’s a miscommunication, undelivered promises, or grappling for a piece of the pie, internal disunity is bad for business. 

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Topics: Dealership, Accessories sales, accessory sales

Using Car Pre-Sales to Increase Profits

Posted by Insignia Group on Sep 20, 2022 3:54:45 PM

According to industry experts, the inventory shortage will continue into 2024. 

Though predictions are what they are, dealerships across the country can agree that mass influxes of inventory are not on the horizon. 

E-commerce swallowed up traditional car buying out of necessity that later morphed into convenience. And today's buyers love convenience. So much so, in fact, that customer satisfaction with the buying experience reached an all-time high. 

Most dealerships got a handle on online sales just in time to face a new problem with inventory shortage. Today that issue is top of mind. 

Still, we’re an industry that adapts to changing needs and overcomes them! Dealers can meet the demand for online sales while combating shortages with car pre-sales. 

Not only that, pre-sales are a versatile tool that will also help salespeople learn how to sell cars when it’s slow. 

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Topics: Dealership, tips

How to Use Insignia Group with Your Digital Retailer

Posted by Whitney Williams on Aug 22, 2022 3:22:11 PM

Despite the pandemic, a chip shortage, and inflation, the car business didn't shut down…completely. Instead, customers took to the internet to buy their cars, and dealerships adapted to meet that need. 

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Topics: Dealership, success

Becoming a Successful Dealer Principal

Posted by Insignia Group on Jul 20, 2022 11:38:52 AM

Today, the automotive industry is in critical need of strong leadership. The nature of car buying continues to bend and reshape itself amid the ongoing challenges initiated in 2020. 

Though the term “Dealer Principal” can sometimes be used interchangeably with “General Manager,” this article is geared toward dealership owners. 

Exceptional customer service and high-integrity business practices start at the top of any owner’s priorities! To become a successful Dealer Principal, you’ve got to start with perfecting your own skillset as a leader, customer service manager, salesperson, parts expert, and service strategist. 

Here are three tips for setting yourself apart:

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Topics: Dealership, tips, dealer principal, general manager

General Managers: How to be Great!

Posted by Whitney Williams on Jul 15, 2022 11:17:52 AM

Leadership is lifting a person's vision to high sights, the raising of a person's performance to a higher standard, the building of a personality beyond its normal limitations.” - Peter Drucker

To lead a dealership or dealer group as the General Manager is to consistently raise the standard for every department. From the cleaning crew to the finance department, General Managers have the ability to command excellence that sets the store apart.

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Topics: Dealership, success, parts manager, parts department

3 Things Parts Managers Should Know About Selling Online

Posted by Insignia Group on Jul 13, 2022 12:38:08 PM

 

Consumers Want to Connect

The world is increasingly impersonal, with self-checkout, automated answering services, social media, and online shopping. It would be easy to assume consumers don’t care about a personal touch anymore. It turns out that’s not true. 

An article from McKinsey & Co. states, “The Next in Personalization 2021 Report reveals that companies who excel at demonstrating customer intimacy generate faster rates of revenue growth than their peers. And the closer organizations get to the consumer, the bigger the gains.”

What does that mean for selling online? Here are a few things you can try:

  • Connect with your customer with a welcome video. 
  • Include parts staff directory with a fun fact and photo about each to make them memorable.
  • Utilize live chat with a person, not a bot!
  • Show accessories on the vehicle for better understanding and visualization. 
  • Send personal follow-ups and thank you messages.
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Topics: Dealership, success, parts manager, parts department