Blog

The A.R.T of Automotive

Posted by Trey Bodwin on Jul 17, 2018 1:30:00 PM

Changes made to image. Courtesy of  Haiden Goggin. license information here

Car buyers like to feel good about their investment - and if you’re running a dealership you wouldn’t have it any other way. Customers in the market for purchasing a vehicle have more buying options than ever before. The convenience of the internet has led to streamlined transactions, rather than a car buying experience.

Subaru of Clear Lake Parts manager Nick Heidaker expresses the importance of an accessories program at his store, “Our customers find value in personalizing their vehicles—it also gives us a chance in parts/service to meet the customer before their first service appointment.”

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Topics: Accessories System, Sales Best Practices, Customer Retention, Increase Profits, Toyota, Dealership, Vehicle Personalization, accessories, Showroom, accessory program, Educate, customers, Best Practice, success, sans marcos toyota

4 Ways to Boost Your Accessories Sales Today

Posted by L.J. Lobsinger, Jr. on Apr 6, 2018 1:00:00 PM

 

Selling cars continues to become a challenge as many dealers have embraced a volume-based business model. The once consultant-style selling approach is now merely transactional. For a sales associate to get ahead they simply need to sell more units. Yet many dealers are getting on board with creative ways to pay the sales associate for selling accessories. So how do you work accessories into an already fast-paces sales process? Here are 4 tips to get you jump started today:

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Topics: Accessories System, Sales Best Practices, Increase Profits, accessories, Showroom, accessory program, accessories installations, Educate, kiosk

Best Practice: 3 ways to educate, not sell

Posted by Whitney Williams on Mar 28, 2018 11:30:00 AM

Your customer relies on you for many things: your expertise, flexibility, free coffee, and detective skills.

It’s not up to the person walking in the dealership to know all the personalization options available that make their car driving experience safer, more fun, more fancy, more attractive, or more social media post-worthy. As a sales person, changing your mindset from pitching another product to educating the customer on their options will make a world of difference.

Truly, you’ll do your customer a disservice by not presenting them with useful and exciting accessories for the second largest purchase OF THEIR LIFE. No pressure--but how might one know what to suggest?

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Topics: Accessories System, Sales Best Practices, Presentation Tools, Increase Profits, Process Training, Questions, Dealership, Vehicle Personalization, accessories, Showroom, staff, sales team, sales, Best Practice

3 Rules to Jump Start Your Accessory Sales

Posted by Trey Bodwin on Mar 16, 2018 2:00:00 PM

Getting started with accessory sales can be overwhelming. You want to capitalize on the profits Vehicle Personalization offers, but you don’t know where to start.  We’ve got good news--there’s one simple technique that will tackle your major focuses and gain big results from all departments: the rule of three. Stocking accessories in threes reaps three major benefits. 

As a general manager or dealer principle, you’re all about increasing gross profit for your dealership while keeping laser focus on great CSI. Today’s customers are happy when they get what they want, and quickly. With Vehicle Personalization, your dealership can deliver on both demands with the rule of three.

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Topics: Sales Best Practices, Increase Profits, Marketing, Dealership, Vehicle Personalization, accessories, Showroom, staff, sales team, sales, accessories installations, customers

Best Practice: Lead Products Lead to Sales

Posted by Whitney Williams on Feb 6, 2018 10:30:00 AM

Whether you’re a high-end luxury dealer or a used car guy with a gold necklace--there’s one thing everyone can agree on: your lead-in product better be dy-no-mite.

When it comes to the art of accessories, you’ve got one golden opportunity. There may be other opportunities, but only one is golden. The accessory sale is a process, but the actual presentation begins with a lead-in product. You’ve started at the trade, gotten to know your customer’s lifestyle, mentally filed away the best personalization options to suggest, and closed the car deal. In this blissful moment, you tarry your customer with a Coke and a smile knowing the dreaded F&I wait time has been subdued by the beauty of vehicle personalization.  The golden opportunity has arrived.

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Topics: Sales Best Practices, Increase Profits, Dealership, Vehicle Personalization, accessories, Showroom, sales team

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

Your dealerships success depends on this 2018 new hire

Posted by Whitney Williams on Jan 4, 2018 2:31:04 PM

Vehicle personalization enthusiasts from every corner of the world went to bed on December 31st dreaming about accessorizing their flying car. As we ring in a new year, we can’t help but wonder when George and Jane Jetson’s idealistic utopian future might come to fruition for the automotive world. Though it may be 2062 before your accessory catalog features space rails, there is productive and innovative focus for 2018 to take your dealership to the next level. We believe what’s going to be the most cutting edge in the personalization game this year isn’t a product, but a person--your accessory manager.

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Topics: Customer Retention, Increase Profits, Dealership, Vehicle Personalization, accessories, Showroom, staff

Why your showroom needs Rudolph's nose

Posted by Whitney Williams on Dec 7, 2017 1:00:00 PM

It’s that time of the year--all the dealerships are doing all the Christmas things. Commercials for huge winter savings bombard the senses as the shiny 2018 model twinkles behind a fresh coat of wax. Perfectly placed trees and lights line your showroom entrance. General managers dream of sugar plums and end of year profit margins. What does the Christmas spirit mean for your vehicle personalization center? This is a season of going all out- from inflatable Santas on the roof to credit card debt (you can do better, America). It’s time to get a little crazy.

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Topics: Increase Profits, Marketing, Dealership, Vehicle Personalization, accessories, sales, seasonal, holiday

JLR Nashville Launches First “SVO” Department

Posted by Whitney Williams on Nov 14, 2017 1:00:00 PM

Just a few months back, Insignia launched Jaguar Land Rover-branded virtual configurators to take JLR’s vehicle personalization market to the next level. Brenda Fevrier,Vehicle Accessories Sales and Marketing Senior Specialist at Jaguar Land Rover predicted “this innovative system will make average stores great, and excellent stores outstanding at satisfying the needs of their customers first.”

Luxury brand dealers know the art of the customer experience well and recognize perfection as a moving target. That’s why JLR took digital personalization in the showroom and turned it into so much more.

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Topics: Accessories System, Accessory News, Increase Profits, Dealership, accessories, Showroom, staff, sales team, Educate, JLR

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