Blog

3 Aftermarket Summer Trends That Yield A Serious Harvest

Posted by Whitney Williams on Sep 3, 2020 1:45:00 PM

Every season is alive with possibilities. Yes, even in 2020. Strategizing with the turning of the tides can make the difference for your bottom line. What should you do during the summer of an already dramatic year? The same thing you do every summer, my friend. Focus on what you know, and take one step at a time. So, what do we know?

We know public transportation is declining, making personal vehicles a necessity. We know road trips are beckoning the nation like a Siren's song. We know COVID online shopping has surpassed last year's holiday sales.

We also know Vehicle Personalization is a multi-billion dollar industry. The need for a car mixed with the need for a vacation, topped off with chronic *adds to cart*, should serve you well. This is an aftermarket summer like you've never seen it.

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Topics: Accessories System, Dealership, Vehicle Personalization, accessories, success, Accessories sales, tips, Land Rover, Aftermarket, Summer

The Case For Consulting, and Other Cold Hard Facts

Posted by Whitney Williams on Aug 12, 2020 3:30:00 PM

Blazing a trail for a successful accessory program requires strategy. As surely as a new hire needs training, molding an accessory program calls for similar attention.

Is outsourcing really valuable? Can a dealership with a strong management team craft such a strategy on their own? Is there any reason a store couldn’t take best practice tips and implement them themselves? Is the expense of training a good return on investment?

These are valid questions from dealerships nationwide. Particularly now, as we all keep a closer eye on our budgets than ever. Let’s explore the reality of launching a new accessory program in your store.


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Topics: Process Training, Dealership, Vehicle Personalization, success, Accessories sales, tips, consulting

3 Ways To Capitalize On July's Tax Day

Posted by Whitney Williams on Jul 29, 2020 1:30:00 PM

If there’s one thing we’ve learned from the first half of 2020, it’s that toilet paper was never the answer.

That in mind, we press on, looking first to survive, then creatively thrive. July, which is about level four of Jumanji, has presented a game advantage in the form of a delayed tax day. After a few difficult months, a final wave of income tax returns makes it possible for consumers to take the bait on a new vehicle. America threw us a bone and we’re going to accessorize it.

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Topics: Dealership, Vehicle Personalization, accessories, holiday, Best Practice, success, Accessories sales, tips, creative, online catalog, increase sales, profit, COVID-19, Social Distancing, tax

Soak Up Summer With Accessory Sales

Posted by Whitney Williams on Jul 15, 2020 1:00:00 PM

We could all use a boost to our bottom line right now. 

We could probably use a week off social media, a tropical vacation, and some yoga too, but I digress. With summer ablaze, car dealers have more than a day at the beach on their minds. In the midst of a global pandemic inciting mayhem in our industry, we must soak up every cent of seasonal summer accessories. Say that five times fast.

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Topics: Increase Profits, Dealership, sales team, sales, accessory program, accessories installations, success, drive, Accessories sales, tips, creative, increase sales, profit, Social Distancing, Summer

Accessories Sold This Teenager A Minivan

Posted by Whitney Williams on Jun 29, 2020 3:30:00 PM

Eighteen-year-old Samantha Dorton is fresh out of high school. With a spirit of optimism, she initiated plans to leave the nest. Her first stop on the road to independence was a local dealership. Samantha’s mother, Khrystal Dorton, Insignia Group’s Customer Care Coordinator, asked her daughter to be self-sufficient before she flew on her own.

“That meant getting her vehicle fixed, or purchasing one that ran,” Khrystal said. “She decided to buy a good one and leave her 2001 Nissan Pathfinder behind.” Armed with her approval specs from the bank and a good idea of what she was looking for, Samantha was ready to face the car-buying process head-on.

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Topics: Dealership, accessories, staff, sales team, Best Practice, success, Accessories sales, salesman

Three Accessory Packages To Support Social Distancing

Posted by Whitney Williams on Jun 18, 2020 2:00:00 PM

As COVID-19 shut down America as we knew it, extroverts all across America found themselves taking refuge in their cars. What started with just taking a drive, turned into eating take-out in the driveway. Before we knew what was happening, kids’ birthday parties morphed into drive-by parades. Campgrounds closed and truck beds became the go-to spot for a night under the stars.

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Topics: Presentation Tools, Improve CSI, Accessory News, Increase Profits, Process Training, Marketing, Customer Success, Dealership, accessories, Showroom, accessory program, seasonal, accessories installations, Educate, success, Accessories sales, creative, Digital Retailing, COVID-19, Social Distancing

Attacking Margin Compression During A Pandemic

Posted by Whitney Williams on May 7, 2020 12:30:00 PM

Margin compression matters now more than ever. As dealers adapt to selling cars digitally, or with skeleton crews, monthly sales volumes are on a slippery slope. Though our present industry reality is less than ideal, we aren’t without hope. We have the tools to make every car sale count, to the extent of tipping this month’s scale back into balance, precarious as it may be.

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Topics: Accessories System, Sales Best Practices, Increase Profits, Dealership, Vehicle Personalization, accessories, Showroom, staff, sales team, sales, success, relationships, Accessories sales, tips, increase sales, dealer, Margin Compression, COVID-19

3 Ways To Maximize Your Accessory Sales This Black Friday

Posted by Whitney Williams on Nov 28, 2019 10:00:00 AM

[Updated 11/12/2020]

The stampede is coming, and they’re ready to break the internet. The Black Friday crowd has gone virtual. If 2020 has already set records in e-commerce, imagine the impact of the biggest shopping day of the year. With all the online activity, the day after Thanksgiving is basically just the warm up for Cyber Monday.

Yes, the opportunists are charging their laptops on Black Friday eve, ready to kick this thing off with new car smells. Make this car-shopping season spark joy with mega-profit potential, stellar CSI scores, and repeat business. I hope you upgraded your internet package.

In all the activity, don’t let Vehicle Personalization get lost. You cut your legs out from under yourself when you bypass accessories. This high volume day is the ideal environment for accessory sales, and can even be used to temper the flow online and in store.

Here’s three things Vehicle Personalization can do in the hustle and bustle.

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Topics: Sales Best Practices, Increase Profits, Dealership, Vehicle Personalization, accessories, sales, accessories installations, success, Accessories sales, creative, increase sales, profit, consulting, cash, customer experience

Meet the Data Team Driving Your Accessory Site

Posted by Whitney Williams on Nov 19, 2019 2:00:00 PM

Do girls really run the world? One thing is for sure—they definitely run the Insignia Data Department. Meet the dynamic team of women responsible for the information you rely on to sell accessories. This group of girls keeps the world of digital catalogue in motion, and it’s high time we make them known.

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Topics: Accessories System, Vehicle Personalization, staff, Educate, customers, success, relationships, graphics, configurator, online catalog

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