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?

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.

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. 

The art of accessory sales presents one golden opportunity. There are other opportunities along the way, yet only one is golden. While the accessory sale is a multi-step process, the actual presentation begins with a lead-in product. 

You’ve started at the trade, gotten to know your customer’s lifestyle, mentally filed away the best personalization options to suggest and then closed the car deal. In this blissful moment, you tarry your customer with a Coke and a smile, knowing the dreaded F&I wait time has been subdued by Vehicle Personalization.  

The golden opportunity has arrived, and we call it utilizing a lead-in product.

Salespeople are learning how to sell cars again after a long period of being order takers. Having empty lots and vehicles on backorder got us all out of practice. As inventory and prices stabilize, there’s inevitably going to be a relearning process. 

Retraining car salespeople after the industry upheaval means addressing changes in customer behavior, understanding industry trends, and adopting more efficient ways to meet goals. Wise management should take advantage of the potential in training by integrating accessory sales into the process. 

Here are some strategies to consider.

The world of auto accessories is as vast as the ocean. There are many ways to make a dollar using accessories, with both OE and aftermarket catalogs always growing, the possibilities are endless! 

Accessories are adaptable. They hold the power to push a hesitant customer to commit and put an extra incentive in a salesperson’s pocket. Auto accessories add profits in fixed ops, allow for better introductions to service, and transform dealerships into a one-stop shop for consumers. 

Dealers who sell accessories simply make more money. With the right strategy and sales process, your dealership sales are guaranteed to increase. 

An accessory catalog can change seasonally and by location. Still, some auto accessories have proven themselves as tried and true sellers regardless of the time or place. 

When you set out to become a Vehicle Personalization powerhouse, ensure you’re offering these five accessories at every opportunity.

Back in the summer of '69, man, we were killin' time. We were young and restless. We needed to unwind. I guess nothing can last forever because here we are….celebrating summer by wearing masks on a test drive. 

Selling cars is a highly stressful job. 

Buying used versus new shouldn’t matter when it comes to accessorizing. Options to personalize used cars abound. In fact, accessories may be all the more enticing to a used car buyer who is likely settling for what works for them now rather than purchasing their dream car.

What can one of the most popular burger joints teach your dealership about Vehicle Personalization?

Simple: everybody wants it their way. Personalization is king, and customizing is always a good idea. Right now, dealerships everywhere need all the good ideas to adapt to the times—such as building packages that allow you to display your brand’s personality—while enticing customers. Custom packages can be fluid, seasonal, brand loyal, fun, quirky, and a host of other things.