Blog

How to Emulate Subaru's Success in Your Dealership

Posted by Insignia Group on Apr 28, 2025 8:23:31 AM

When it comes to selling accessories, many dealerships struggle to get off the ground. Yet Subaru dealers consistently prove that, with the right approach, accessories can be a continual revenue driver without slowing down the sales process or overloading the F&I menu.

So, what’s Subaru doing differently? It comes down to three things: brand-loyal customers, a robust catalog, and top-down buy-in. Let’s break down why their dealers are succeeding and how these strategies can be applied to your showroom floor.

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Topics: sales team, Accessories sales, tips, increase sales

How Auto Accessories Create Departmental Cohesion

Posted by Insignia Group on Dec 18, 2024 3:58:45 PM

 

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?

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Topics: Accessories System, Sales Best Practices, sales team, sales, Best Practice, Accessories sales, increase sales, salesman

The Seasonal Accessory Program to Establish Your Store

Posted by Insignia Group on Nov 20, 2024 3:44:36 PM

 

Winter is the season for new potholes. As we approach months of snow, freezing temperatures, and harsher overall conditions, roads are prone to crack under the pressure. The result is blown tires and bent wheels on your customer’s vehicles. 

Now is the opportune time to be proactive about better serving your customers. Seasonal tire and wheel programs will benefit your customer base while adding profit to fixed ops and striving towards those year-end goals.

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Topics: Accessories System, Sales Best Practices, sales team, sales, Best Practice, Accessories sales, increase sales, salesman

3 Ways to Run an Accessories Program in the Showroom

Posted by Insignia Group on Oct 28, 2024 4:24:06 PM

 

One of the first steps in creating an accessories powerhouse in your dealership showroom is selecting the right person to champion the project. 

While we recommend a dedicated accessory manager as a best practice, dealerships of varying brands have succeeded in three different ways. Your store can be successful by finding the right fit for your store size, brand, and unique customer base. Examine your dynamics and see who you can lean on as your expert in all things Vehicle Personalization. 

A well-laid process that works for your store is the key to your success. There’s room for variation in the details. 

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Topics: Accessories System, Sales Best Practices, sales team, sales, Best Practice, Accessories sales, increase sales, salesman

How to Finish Q4 Strong According to Top Salesperson

Posted by Insignia Group on Oct 9, 2024 1:23:38 PM

 

Have shrinking profit margins put a damper on your Q4 goals? No need to throw in the towel or resolve to just get by until next year. There’s a manageable change you can implement today to finish 2024 strong!

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Topics: sales team, Accessories sales, tips, increase sales

Maximize the Mini Deal With Accessories

Posted by Insignia Group on Sep 25, 2024 1:06:43 PM

 

The pendulum of dealer sales climates has swung sharply in the other direction for the first time post-COVID. 

The current inventory levels, unprecedented in years, have necessitated a shift in strategy. Salespeople, who previously thrived on high-profit orders, now need to accept smaller deals to maintain the dealership's momentum. 

In extreme cases, salespeople may even receive less than $100 for selling a vehicle. That’s one to two hours of work, sometimes more, to make $100 or less.

The reality is harsh, yet we all must work within it, knowing the pendulum is bound to stay in motion. 

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Topics: sales team, Accessories sales, tips, increase sales

Best Practices for Selling Auto Accessories: Manageable Steps for Any Dealer

Posted by Insignia Group on Sep 12, 2024 4:39:34 PM

Selling auto accessories is more than just tacking on extras to a car deal—it's about enhancing the driving experience and building customer relationships. To successfully navigate this niche, understanding and applying best practices can significantly boost your accessory sales and customer satisfaction. Here’s a comprehensive guide to help you refine your approach and achieve better results. 

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Topics: sales team, Accessories sales, tips, increase sales

What To Do When a Customer Wants To Think About It

Posted by Insignia Group on Sep 4, 2024 1:52:34 PM

 

Quality salespeople will tell you they'll take "no" over "let me think on it" any day. 

No is easier to work with. This person may have been an unqualified prospect or someone to circle back to within a month. On the other hand, somebody who wants to think about it can require some gymnastics to get to the real objection. 

It's nothing you can't handle. Maintain a positive attitude, and don’t forget the tools in your back pocket.

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Topics: sales team, Accessories sales, tips, increase sales

How Accessories Create Accountability

Posted by Insignia Group on Apr 9, 2024 11:28:54 AM

"Tracking orders and communication between departments is great—it holds people accountable with the new reports that are available."

- Peter Boothe, GM at Wild East Town Honda

When you think of selling accessories at the point of sale, your first thought may be dollars and cents. While profit is a major benefit of selling accessories, there are other aspects of an accessory process that can benefit your dealership at a high level. 

Accessories do more than increase front-end gross, boost CSI scores, reduce turnover, and create repeat business. And they're more than a resource for making customers sticky or benefiting fixed operations.

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

3 Ways to Sell More Accessories at the Point of Sale

Posted by Insignia Group on Mar 6, 2024 3:40:18 PM

In today’s dynamic automotive industry, car dealerships are no longer only about selling vehicles; they’re the gateway to an experience and avenue of self-expression. 

Enhancing the car buying experience with accessories isn’t a secret sauce. It’s a proven process, and anybody can do it. Drivers crave a vehicle that integrates with their lifestyle, offering cutting-edge features that go beyond the ordinary. Car dealerships have a golden opportunity to cater to this demand by strategically presenting and selling accessories. The truth is, if dealerships don’t meet the demand, customers will seek out aftermarket accessories somewhere else. 

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