Managing a department with an 80% annual turnover rate isn’t for the faint of heart. Add in an inventory shortage, social distancing, and a sharp increase in digital retailing; and, it’s enough to make somebody crazy. The good news is, sales managers don’t have to go on a yoga retreat to escape the chaos. There are manageable steps to make the sales department better and keep your General Manager happy. Avoid these common pitfalls to get out of survival mode as we skate into 2022.
Whether you’re Papa’s Car Lot sitting on 1 acre or a corporate mega-store spanning multiple lots, you can boost your bottom line with accessory sales. It’s that simple. Accessories are a multi-billion dollar industry, largely unaffected by the pandemic. Selling them at the point of sale is a proven method of increasing PNVR. The caveat is this: dealerships who pitch accessories chaotically will stumble into success on occasion and overall miss the mark. A successful accessory program requires a process catered to your store. The good news—dealerships are quite accustomed to a process. While the exact flow will vary from store to store, many best practice fundamentals remain the same.
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.
Blazing a trail for a successful accessory program requires strategy. As surely as a new hire needs training, molding an accessory program calls for similar attention.
Is outsourcing really valuable? Can a dealership with a strong management team craft such a strategy on their own? Is there any reason a store couldn’t take best practice tips and implement them themselves? Is the expense of training a good return on investment?
These are valid questions from dealerships nationwide. Particularly now, as we all keep a closer eye on our budgets than ever. Let’s explore the reality of launching a new accessory program in your store.
As COVID-19 shut down America as we knew it, extroverts all across America found themselves taking refuge in their cars. What started with just taking a drive, turned into eating take-out in the driveway. Before we knew what was happening, kids’ birthday parties morphed into drive-by parades. Campgrounds closed and truck beds became the go-to spot for a night under the stars.
Topics: Presentation Tools, Improve CSI, Accessory News, Increase Profits, Process Training, Marketing, Customer Success, Dealership, accessories, Showroom, accessory program, seasonal, accessories installations, Educate, success, Accessories sales, creative, Digital Retailing, COVID-19, Social Distancing
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
The we-owe document is a staple of the automotive world. This invaluable document originated out of a need to protect both dealer and customer, but stacks of paper documents leave both parties wanting.
Documentation is the key to professionalism and protection, so why take any risks when it comes to such an important step in the sale? Effectively protecting the dealership’s interest and providing that same comfort for your client saves time and confusion for all involved.
It’s time to bury the paper we-owe for good.
Topics: Accessories System, Customer Retention, Improve CSI, Process Training, Dealership, Vehicle Personalization, accessories, Educate, customers, eCommerce, Best Practice, success, Accessories sales, configurator, online catalog, increase sales, we-owe
*updated August 10, 2021
Thinking about selling auto parts online for the first time? Online parts sales are growing steadily year over year, and this growth is expected to continue for the foreseeable future. Right now consumers are becoming more accustomed to buying parts and accessories online. Fortunately, the tools for selling parts and accessories online have never been better.
Still, while it's a great time to start selling parts and accessories online, it's also difficult for new e-commerce retailers to get established. If this is the first time you’re looking for an auto parts e-commerce platform, there are some things you can do to maximize your odds of success and avoid common mistakes.
It was the 1970s in a suburban neighborhood in Shelby, North Carolina. Preschool paleontologist hopeful, James Brooks, was pouring over his newest dinosaur book from the local library when his highly detailed young mind zeroed in on it. National Geographic had clearly, unapologetically illustrated a dinosaur’s hand in the improper position and with too many fingers.
James couldn’t stand for it.
In 2018, my dad is even talking about leasing a car. This is the same guy that is adamantly opposed to renting a house, and until lately would have never considered a lease. My dad always said you should never throw your money at something every month that you won’t eventually own.
But even Dad is raising his eyebrows at the opportunity to bring home a really nice vehicle at a fixed cost and turn it right back in when (Mom) is ready for a new one. You won’t believe this, but my dad isn’t the only one that is on to something.
Turns out basically all of America got the same direct mailer because leasing is on the up and up, and still upping. If you’re not fully versed in the ease, joy, and beauty of accessorizing a leased vehicle, then get ready to be dazzled, my friend. Presenting personalization can’t be any easier than to your lease guy (or gal). *
Topics: Accessories System, Sales Best Practices, Customer Retention, Presentation Tools, Process Training, Customer Success, Dealership, Vehicle Personalization, accessories, staff, sales team, accessories installations, customers, leasing