Blog

A long winter in Chicago led one Illinois dealer to unearth an opportunity in accessory sales. The culprit was potholes, and the result was customer after customer limping into the service lane with blown tires and bent wheels. Fixed ops wasn’t the only department that stood to gain here. The dealership saw a clear path to deliver more excellent customer service as freezing temperatures and hazardous road conditions dragged on.

As summer winds down and routines begin to shift, customers start thinking differently about their vehicle. These seasonal shifts create new, natural opportunities for accessory sales.

Few statements create more frustration in a dealership than hearing, "The pay plan isn't working."

An unfortunate reality about school break and vacation mode is the disappointing truth that summer doesn't translate into lazy days on the beach for everyone. For most of us, summer means going to work in hotter weather and chasing down leads to hit our numbers.

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.

When dealers start to think about growing (or launching) an accessory program, the conversation often turns to tools, training, or incentive programs. The reality is, the success of an accessory sales process doesn’t hinge on software or salespeople—though these are important factors. The true essence of success lies with leadership, and more specifically, sales managers.

When’s the last time you misplaced a We-Owe form with an accessory order on it? Whether it was last week or last year, a lost order makes exceptional customer service impossible.

As an essential document, your store’s We-Owe process should be foolproof. Instead, too many dealerships are relying on humans performing perfectly 100% of the time. There’s a better way to serve your customers and protect your store, and it’s too easy to overlook.