4 Ways to Boost Your Accessories Sales Today

Posted by L.J. Lobsinger, Jr. on Apr 6, 2018 1:00:00 PM


Selling cars continues to become a challenge as many dealers have embraced a volume-based business model. The once consultant-style selling approach is now merely transactional. For a sales associate to get ahead they simply need to sell more units. Yet many dealers are getting on board with creative ways to pay the sales associate for selling accessories. So how do you work accessories into an already fast-paces sales process? Here are 4 tips to get you jump started today:

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Topics: Accessories System, Sales Best Practices, Increase Profits, accessories, Showroom, accessory program, accessories installations, Educate, kiosk

Best Practice: 3 ways to educate, not sell

Posted by Whitney Williams on Mar 28, 2018 11:30:00 AM

Your customer relies on you for many things: your expertise, flexibility, free coffee, and detective skills.

It’s not up to the person walking in the dealership to know all the personalization options available that make their car driving experience safer, more fun, more fancy, more attractive, or more social media post-worthy. As a sales person, changing your mindset from pitching another product to educating the customer on their options will make a world of difference.

Truly, you’ll do your customer a disservice by not presenting them with useful and exciting accessories for the second largest purchase OF THEIR LIFE. No pressure--but how might one know what to suggest?

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Topics: Accessories System, Sales Best Practices, Presentation Tools, Increase Profits, Process Training, Questions, Dealership, Vehicle Personalization, accessories, Showroom, staff, sales team, sales, Best Practice

3 Rules to Jump Start Your Accessory Sales

Posted by Trey Bodwin on Mar 16, 2018 2:00:00 PM

Getting started with accessory sales can be overwhelming. You want to capitalize on the profits Vehicle Personalization offers, but you don’t know where to start.  We’ve got good news--there’s one simple technique that will tackle your major focuses and gain big results from all departments: the rule of three. Stocking accessories in threes reaps three major benefits. 

As a general manager or dealer principle, you’re all about increasing gross profit for your dealership while keeping laser focus on great CSI. Today’s customers are happy when they get what they want, and quickly. With Vehicle Personalization, your dealership can deliver on both demands with the rule of three.

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Topics: Sales Best Practices, Increase Profits, Marketing, Dealership, Vehicle Personalization, accessories, Showroom, staff, sales team, sales, accessories installations, customers

Adventure Subaru: Management supports the frontman from the wings

Posted by Whitney Williams on Feb 28, 2018 2:00:50 PM

The lead singer gets all the glory.

But take away the drummer and bass guitarist and the whole act falls apart. Often it's the players in the background responsible for putting in the work that allows the star to shine. That’s the kind of dedication and execution taking place from the corner office at Adventure Subaru in Fayetteville, Arkansas.

Adventure Subaru joined up with Insignia in the summer of 2017. Prior to using a streamlined process and system, management described the dealership as “stumbling upon $20,000 in accessories each month.” General Manager Tim Hurd approached Insignia with the challenge to double their monthly vehicle personalization profit. Insignia’s local Vehicle Personalization Expert, Kurt Daughtery, knew there was one surefire way to achieve this goal--and it was going to require the drummer and the bass player to make it happen.

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Topics: Sales Best Practices, Customer Success, Dealership, Subaru, Vehicle Personalization, Showroom, staff, sales team, Adventure Subaru

Best Practice: Lead Products Lead to Sales

Posted by Whitney Williams on Feb 6, 2018 10:30:00 AM

Whether you’re a high-end luxury dealer or a used car guy with a gold necklace--there’s one thing everyone can agree on: your lead-in product better be dy-no-mite.

When it comes to the art of accessories, you’ve got one golden opportunity. There may be other opportunities, but only one is golden. The accessory sale is a process, but 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 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 the beauty of vehicle personalization.  The golden opportunity has arrived.

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

Your dealerships success depends on this 2018 new hire

Posted by Whitney Williams on Jan 4, 2018 2:31:04 PM

Vehicle personalization enthusiasts from every corner of the world went to bed on December 31st dreaming about accessorizing their flying car. As we ring in a new year, we can’t help but wonder when George and Jane Jetson’s idealistic utopian future might come to fruition for the automotive world. Though it may be 2062 before your accessory catalog features space rails, there is productive and innovative focus for 2018 to take your dealership to the next level. We believe what’s going to be the most cutting edge in the personalization game this year isn’t a product, but a person--your accessory manager.

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Topics: Customer Retention, Increase Profits, Dealership, Vehicle Personalization, accessories, Showroom, staff

JLR Nashville Launches First “SVO” Department

Posted by Whitney Williams on Nov 14, 2017 1:00:00 PM

Just a few months back, Insignia launched Jaguar Land Rover-branded virtual configurators to take JLR’s vehicle personalization market to the next level. Brenda Fevrier,Vehicle Accessories Sales and Marketing Senior Specialist at Jaguar Land Rover predicted “this innovative system will make average stores great, and excellent stores outstanding at satisfying the needs of their customers first.”

Luxury brand dealers know the art of the customer experience well and recognize perfection as a moving target. That’s why JLR took digital personalization in the showroom and turned it into so much more.

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Topics: Accessories System, Accessory News, Increase Profits, Dealership, accessories, Showroom, staff, sales team, Educate, JLR

3 spooky myths that keep dealers out of the accessory game

Posted by Whitney Williams on Oct 31, 2017 1:30:00 PM

Are you easily spooked? As we consult with dealerships nationwide, common threads emerge from management staff trapped in a fear.  They know vehicle personalization is profitable and bordering on unavoidable--after all, if your customer can’t get it from you, they’ll get it somewhere else.

Unfortunately, misconceptions often hold dealers in place. We’ve debunked the most common objections to vehicle personalization in the showroom. Here are three fears that keep dealerships frozen in place. We encourage you to step into the light.

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Topics: Customer Retention, Presentation Tools, Increase Profits, Marketing, Customer Success, Dealership, Vehicle Personalization, accessories, Showroom, staff

Train insane or remain the same

Posted by Whitney Williams on Oct 19, 2017 12:00:00 PM

Imagine walking to the back of your lot and discovering a new vehicle from your inventory, literally picked up and put IN the dumpster. You stare in amazement trying to figure out how one of the most expensive cars on your lot is literally in the trash. Your blood pressure rockets as you realize that’s about $70,000 your dealership is about to write off to salvage...gone.

Now, apply that reaction to watching another sales person quit. According to recent studies, dealerships literally lose $70,000 to $100,000 per year on expenses related to sales staff turnover.

A study conducted by Cox Automotive found employee turnover rate in the showroom is a staggering 67%. The research, published by Auto Remarketing, found dealerships spend an average of $10,000 per new hire, and about 7 out of 10 of those new hires throw in the towel shortly thereafter. With those figures in mind, dealerships with a modest staff of just 10 salespeople torch upwards of $70,000 every year. Auto Remarketing makes the solid point that a lack of training leads to this astonishing turnover rate. We believe there’s a way to stop this runaway train.

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Topics: Customer Retention, Improve CSI, Increase Profits, Customer Success, Dealership, Showroom, staff, sales team, sales, Educate

5 Accessories to Pumpkin Spice Up Your Dealership

Posted by Whitney Williams on Oct 12, 2017 1:39:34 PM

Pumpkin spice is in the air. With the changing of the seasons comes differing needs to protect and prolong your customer’s vehicle. As we float into fall, winter weather should be on the dealership’s mind.

The month of October is the perfect time to switch your lead-in product.  Summer’s favorite window tint gives way to accessories made to ease the transition to dropping temperatures.

Dealers from Jacksonville to Juno (and everywhere in between) can take a tip from these popular winter weather lead-in products to maximize accessory sales in the fall.

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Topics: Presentation Tools, Increase Profits, Dealership, accessories, Showroom, sales, seasonal