Blog

Get Game Day Ready With A Seasonal Accessory Shake Up

Posted by Whitney Williams on Sep 13, 2019 9:30:00 AM

Once upon a time, Vehicle Personalization met football and fell in love. The two were married in a dealership overlooking a college stadium and began their lives together. Soon, they welcomed a baby, named Tailgating, and it would change the world.

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Topics: Accessories System, Dealership, Vehicle Personalization, accessories, Showroom, seasonal, customers, tips, creative, increase sales, preload, Aftermarket, building, dealer, Gross profit, profit, cash

The Dreaded "No" Isn't So Bad When You Have A Plan

Posted by Whitney Williams on Aug 15, 2019 3:30:00 PM

Isolating and overcoming objections is a key component of any sales process. The process of presenting and selling accessories at the point of sale is no different. Although we strive to make Vehicle Personalization a relaxed shopping experience, we know as the sales professional that your ultimate goal is to make a sale.

That’s why you need a plan to overcome objections from the customer who is unengaged or opposed to spending another dime. We believe that accessories, when handled correctly, can almost sell themselves.

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Topics: Dealership, Vehicle Personalization, accessories, Showroom, staff, sales team, sales, accessory program, Best Practice, success, Accessories sales, tips, Insignia Group, increase sales, salesman, dealer, profit, consulting

New Guided Client Selling Like A Veteran

Posted by Whitney Williams on May 21, 2019 9:00:00 AM

Harry Brown’s Family Automotive in Faribault, Minnesota skipped crawling, felt no need to walk, and went directly from rolling over to sprinting as an infant client. This Guided Development customer is the new child prodigy as they make leaps and bounds in record time. Vehicle Personalization Expert, Kurt Daughtery, is the proud father and is already predicting this kid puts himself through college as we all stand in awe of the remarkable progress they’ve made in their first full month using the program.

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Topics: Accessories System, Sales Best Practices, Customer Retention, Improve CSI, Service Conversions, Reducing Turnover, Increase Profits, Dealership, Vehicle Personalization, accessories, Showroom, staff, sales team, sales, salesman, dealer, mopar, guided

Old Dog Young Dog Same Trick

Posted by Jason Ludwig on Feb 22, 2019 2:30:00 PM

As an Insignia VPE, I do a lot of training during my guided visits.  I emphasize the same lesson when training associates with proven success and those who have never presented Vehicle Personalization before: consistency of presentation.  To be victorious you have to show up first.

I don’t care what kind of experience you’ve had with the customer. Make a Vehicle Personalization presentation! According to industry statistics, 9/10 of your customers WILL personalize their vehicle within 90 days of purchasing it with anything from fuzzy dice to a truck cap. Why not offer them all the opportunity to integrate it into their purchase?

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Topics: Sales Best Practices, Customer Retention, Improve CSI, Increase Profits, Customer Success, accessories, Showroom, staff, sales team, sales, Educate, customers, F&I, Best Practice, service, Insignia Group, configurator, increase sales

Unsung Heroes: OE Field Managers

Posted by Whitney Williams on Feb 6, 2019 1:00:00 PM

 It’s a proven fact that following Insignia’s best practice tips will add thousands, sometimes millions in gross profit to your dealership in a calendar year. Sometimes, however, the stars align and a beautiful ballet of synchronization between corporation and consultant produce a stage-worthy performance, far beyond what’s hoped for.

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Topics: Increase Profits, Dealership, Vehicle Personalization, accessories, Showroom, staff, brand loyalty, sales, accessory program, JLR, F&I, Best Practice, success, Accessories sales, Insignia Group, Land Rover, Jaguar, reatailers, increase sales

Meet Your Configurator Crew

Posted by Whitney Williams on Dec 11, 2018 11:45:00 AM

It’s hard to imagine it now, but there were once dim days in the world of configurable assets. Dedicated salesmen and women persevered, selling accessories at the point of sale with little more than a digital catalog at their fingertips. Customers closed their eyes and tried hard to imagine roof racks on their new car or truck.

Taking a leap of faith, customers added said roof racks to their cart and gazed out into the sunset over a looming stack of paper we-owes, just imagining. A tumbleweed rolled by as coffee was delivered via cart and donkey. Yes, they were desolate days.

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Topics: Accessories System, Questions, Dealership, Vehicle Personalization, accessories, Showroom, staff, relationships, configurator

3 Reasons why your service drive should be your strong arm

Posted by Whitney Williams on Aug 2, 2018 11:15:00 AM

It’s past time to stop putting all our eggs into the front of the house’s basket. The service department has an incredible opportunity to create a lasting relationship, build repeat business, generate referrals, upsell, and generally add sprinkles and butterflies to the customer experience.

Selling accessories at the point of sale brings customers (cheerfully) into the service department (sans selling a vehicle with accessories already installed). Your customer is pleased to return to get their accessories installed, and the door of opportunity is flung wide open.

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Topics: Accessories System, Customer Retention, Increase Profits, Dealership, Vehicle Personalization, accessories, Showroom, accessories installations, Educate, customers, Best Practice, success, service, drive, relationships

Top 3 reasons service writers are your best sales people

Posted by Patrick Blackburn on Jul 25, 2018 11:30:00 AM

When I visit a dealership to help them devise strategies that will increase their accessory sales, several common themes appear. All (well, most) parts departments are heavily focused on selling accessories. That’s their job. Fewer stores have their sales teams focused on this part of their business, though most agree that this is something they should be practicing consistently. Almost no stores focus on the department that interacts with their entire customer base—the service department.

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Topics: Accessories System, Sales Best Practices, Increase Profits, Customer Success, Dealership, Vehicle Personalization, accessories, Showroom, staff, sales team, sales, accessory program, Educate, customers, Best Practice, service writers

The A.R.T of Automotive

Posted by Trey Bodwin on Jul 17, 2018 1:30:00 PM

Changes made to image. Courtesy of  Haiden Goggin. license information here

Car buyers like to feel good about their investment - and if you’re running a dealership you wouldn’t have it any other way. Customers in the market for purchasing a vehicle have more buying options than ever before. The convenience of the internet has led to streamlined transactions, rather than a car buying experience.

Subaru of Clear Lake Parts manager Nick Heidaker expresses the importance of an accessories program at his store, “Our customers find value in personalizing their vehicles—it also gives us a chance in parts/service to meet the customer before their first service appointment.”

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Topics: Accessories System, Sales Best Practices, Customer Retention, Increase Profits, Toyota, Dealership, Vehicle Personalization, accessories, Showroom, accessory program, Educate, customers, Best Practice, success, sans marcos toyota

The social media beast is hungry

Posted by Whitney Williams on May 10, 2018 11:00:00 AM

Just a few years ago, you could resist the social media temptress. No, it wasn’t popular, but you could pull it off. Swim upstream a bit. Dabble, but resist diving right in. No more. The social media beast is hungry and it eats a full time salaried position at your dealership for breakfast.

Society as a whole has embraced  the culture of social media and the ease of access to search, shop, and even sell from an online platform. Your grandmother has been on Facebook for two years and is ready to move on to Instagram. Your customer is no exception--and you’ll lose business if you don’t believe it.

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Topics: Sales Best Practices, Marketing, Dealership, Vehicle Personalization, Showroom, sales team, Millenials, Educate, customers, eCommerce, Best Practice