Winning Over Online Customers at a Dealership

Posted by Whitney Williams on Jan 11, 2021 11:57:45 AM

The pandemic rocketed the automotive industry forward one to three years in accepting digital retailing. Years before COVID, we knew Carvana and Vroom were changing the way consumers bought cars. The option to buy online affected dealerships some, however we weren’t comparing apples to apples. 

Consumers did, and still do, like to sit in a car before they buy it. With the majority of customers buying cars traditionally, online retailing was a secondary focus. Just one year ago, merely having a web inventory and an active social media presence made your store competitive in the digital space.

Well, now, everything’s changed.

Why Does Automotive Digital Retailing Matter? 

Google published some astonishing statistics about online buyers. Their data showed that 84% of Americans are shopping for something in any 48-hour period. Additionally, 63% of all shopping began online. The research went further, examining trends when people buy specific products. Those in the market for a car took to Google to gather information. Said consumers ranged from 20 to 68 years old. Over time, these shoppers researched the best dealership, brand, and trade-in online. We can infer the end result. The consumer likely bought a car they chose from their research. The vehicle was likely purchased from a highly rated dealership, also found online. 

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Topics: Customer Retention, Dealership, eCommerce, success, increase sales, customer experience, Digital Retailing

3 Considerations For Choosing a Lead-In Product

Posted by Whitney Williams on Oct 8, 2020 12:00:00 PM

These are unique times for the automotive industry. Online car sales are surpassing what we're used to, while in-person sales are transforming to fit the times. Unfortunately, accessories can fall by the wayside when we're hyper-focused on moving metal. After all, many dealerships are merely surviving. How can a salesperson offer accessories online without losing the customer's interest? How can an in-person sale survive the perceived "extra step" of an accessory presentation?

The reality is, accessories can cushion your bottom line. After all the hard falls we had this spring, we could all use some extra cushion now. So don't neglect the incredible profit potential Vehicle Personalization has to offer! Lead in to your lead-in products for an easy transition from car sale to accessory presentation.

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Topics: Process Training, Dealership, accessories, Accessories sales, tips, online catalog, increase sales, profit, tailgating, Lead in, Lead

3 Ways To Capitalize On July's Tax Day

Posted by Whitney Williams on Jul 29, 2020 1:30:00 PM

If there’s one thing we’ve learned from the first half of 2020, it’s that toilet paper was never the answer.

That in mind, we press on, looking first to survive, then creatively thrive. July, which is about level four of Jumanji, has presented a game advantage in the form of a delayed tax day. After a few difficult months, a final wave of income tax returns makes it possible for consumers to take the bait on a new vehicle. America threw us a bone and we’re going to accessorize it.

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Topics: Dealership, Vehicle Personalization, accessories, holiday, Best Practice, success, Accessories sales, tips, creative, online catalog, increase sales, profit, COVID-19, Social Distancing, tax

Soak Up Summer With Accessory Sales

Posted by Whitney Williams on Jul 15, 2020 1:00:00 PM

We could all use a boost to our bottom line right now. 

We could probably use a week off social media, a tropical vacation, and some yoga too, but I digress. With summer ablaze, car dealers have more than a day at the beach on their minds. In the midst of a global pandemic inciting mayhem in our industry, we must soak up every cent of seasonal summer accessories. Say that five times fast.

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Topics: Increase Profits, Dealership, sales team, sales, accessory program, accessories installations, success, drive, Accessories sales, tips, creative, increase sales, profit, Social Distancing, Summer

Attacking Margin Compression During A Pandemic

Posted by Whitney Williams on May 7, 2020 12:30:00 PM

Margin compression matters now more than ever. As dealers adapt to selling cars digitally, or with skeleton crews, monthly sales volumes are on a slippery slope. Though our present industry reality is less than ideal, we aren’t without hope. We have the tools to make every car sale count, to the extent of tipping this month’s scale back into balance, precarious as it may be.

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Topics: Accessories System, Sales Best Practices, Increase Profits, Dealership, Vehicle Personalization, accessories, Showroom, staff, sales team, sales, success, relationships, Accessories sales, tips, increase sales, dealer, Margin Compression, COVID-19

You Don't Have To Be Lucky To Sell Accessories

Posted by Whitney Williams on Mar 17, 2020 2:30:00 PM

St. Patrick’s Day has got us all toting rabbit’s feet. Donning green from head to toe, decorating our cubicles with four leaf clovers, and holding out hope for uncommon luck--all while being largely unsure of what we’re observing on this obscure holiday.

Is there a pot of gold at the end of the rainbow? Is the rainbow literal, or figurative? Do leprechauns really eat marshmallow cereal? Don’t take this same level of confusion into your Vehicle Personalization program. Follow me into the magic of the metaphor, and sell more accessories this March 17th.

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Topics: Accessories System, Sales Best Practices, Customer Retention, Increase Profits, Dealership, Vehicle Personalization, accessories, Showroom, accessory program, Best Practice, Accessories sales, tips, increase sales, profit, cash

Love Is On The Road

Posted by Whitney Williams on Feb 13, 2020 9:30:00 AM

Ahh, Valentine's Day. Love is in the air—$18.2 billion worth. America is love sick, and it’s time the automotive industry snatched that love out of the air and put it on the road. Love is blind but car buyers are not, and there are plenty of personalization options to shower those new car purchases with TLC. Implement these tips this Valentine’s Day to make your buyer feel special and show your staff some love.

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Topics: Vehicle Personalization, Showroom, sales team, accessory program, holiday, Best Practice, creative, increase sales, dealer, Gross profit, profit

3 Ways Your Management Team Can Set Up Your Dealership's Success

Posted by Whitney Williams on Jan 9, 2020 11:30:00 AM

The inception of a new program in your dealership can seem daunting, but it doesn’t have to be. The shock factor, followed by fear and trembling and all-out anarchy can be easily avoided when management is a united front. Save the drama and your GSM’s spike in blood pressure by rolling out your accessory program from the top down.


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Topics: Showroom, accessory program, customers, Best Practice, Accessories sales, tips, increase sales, dealer, guided, profit

3 Ways To Give The Gift Of Accessories This Holiday Season

Posted by Whitney Williams on Dec 23, 2019 10:00:00 AM

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). 

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Topics: Showroom, staff, sales, Best Practice, Accessories sales, tips, increase sales, dealer, profit, customer experience

3 Ways To Maximize Your Accessory Sales This Black Friday

Posted by Whitney Williams on Nov 28, 2019 10:00:00 AM

[Updated 11/12/2020]

The stampede is coming, and they’re ready to break the internet. The Black Friday crowd has gone virtual. If 2020 has already set records in e-commerce, imagine the impact of the biggest shopping day of the year. With all the online activity, the day after Thanksgiving is basically just the warm up for Cyber Monday.

Yes, the opportunists are charging their laptops on Black Friday eve, ready to kick this thing off with new car smells. Make this car-shopping season spark joy with mega-profit potential, stellar CSI scores, and repeat business. I hope you upgraded your internet package.

In all the activity, don’t let Vehicle Personalization get lost. You cut your legs out from under yourself when you bypass accessories. This high volume day is the ideal environment for accessory sales, and can even be used to temper the flow online and in store.

Here’s three things Vehicle Personalization can do in the hustle and bustle.

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Topics: Sales Best Practices, Increase Profits, Dealership, Vehicle Personalization, accessories, sales, accessories installations, success, Accessories sales, creative, increase sales, profit, consulting, cash, customer experience