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As we quickly approach the summer months, dealerships can plan to combat the slump with a preemptive boost to their bottom line.

Every high-performing sales organization relies on structured communication—often called word tracks or sales scripts. Without them, conversations can become inconsistent, unfocused, and even uncomfortable for the customer (and the salesperson)!

The opportunity to cull accessory revenue doesn’t end when the vehicle sale is complete.

In fact, an effective way to introduce accessories and solidify customer retention presents itself after the sale—all tied up in one clean package.

The customer’s first service visit provides a natural touchpoint to reconnect, reinforce the relationship, and identify needs the customer may have since their initial purchase.

Vehicle Personalization isn’t a difficult concept that will lay waste to the car sale.

It’s science. The consumer drive to personalize has been analyzed in depth. When dealerships understand the driving force behind the custom car accessories market, selling accessories will finally feel like the light work that it’s always been.

Automotive industry experts were eager to predict the future of car-buying after the pandemic. Would it become fully digital, a new process, or return to normal?

Today’s reality is a chaotic mix, with customers split between online, in-store, and a foot in each realm. Dealerships are struggling to keep pace. Consistency is a common problem, and there’s plenty of margin for error when a customer abruptly transitions from your website halfway through the process. 

The year was 1997. 

Blockbuster looked down from its throne to scorn the new court jester. The jester danced with enthusiasm and grit, smiling warmly at the King of Video Rental. Blockbuster rolled its eyes and signed off on a late fee for Titanic. With few details to spare, the King later died a tragic death. The jester took the throne, and quadrupled the kingdom. The jester was Netflix, and his legend is clear: don’t get too comfortable or the joke will be on you.

Automotive accessories are a multi-billion dollar industry largely unaffected by the constant ebbs and flows in the car business. 

Still, dealerships are often hesitant to present and sell accessories at the point of sale. In some stores, customers have to ask for the accessories to access them. In others, there are haphazard approaches that use accessories as a closing tool or an afterthought, often doing more damage than good. 

Is there a better way? Of course!

And don’t simply take our word for it. We’ve also asked an industry veteran of twenty years for their insight.

Buying a new car isn’t always filled with giant red bows and excitement. Car buying can be out of necessity. For some customers, the prospect of a new car with the latest features can’t dislodge loyalty to a beloved automobile.

Leah, a mortgage lender from Charlotte, reminisces on buying her new car before Christmas. “I don’t hate my new car necessarily. It’s just that my old one took me everywhere and always brought me safely home. There’s a lot of memories in that car and I was used to it. I spent more time in that car than in my house these last few years. Unfortunately, it had 370,000 miles on it, and it was just time to move on.”

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

And managing personalities while meshing departments is a big part of daily life in a car dealership. 

The “every man for himself” culture in car dealerships can be a pervasive problem. It’s there below more pressing issues like inventory shortages or shrinking profit margins.

When will it all bubble up over the brim?