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As a parts manager, we know you get it. You’re well aware that accessories are an untouchable industry—a money machine, if you will. A machine that is pandemic-proof and AI-proof. The benefits are wide-ranging and profound for the customer, as well as the front and back of the house.

Often, the parts department divides its efforts to sell accessories across digital retailing, e-commerce, and in-store channels. While a combination effort is an admirable (and successful) approach, parts shouldn’t lose sight of their best and easiest customer—the sales department.

Turning the page on the calendar resets monthly, quarterly, and yearly goals; yet many things are business as usual. Dealerships continue to navigate evolving buyer expectations and rapidly changing technology while juggling the ongoing fade of the salesperson as we know it.

The holiday season is here, and while many customers are shopping for new cars, others are looking to get their current vehicles ready for the challenges of winter. With an automotive accessories sales process, your store can cater to both groups.

As temperatures drop and road conditions worsen, now is the time to promote seasonal accessories in the service lane and on the sales floor. These accessories will protect your customers’ vehicles and will also boost your revenue in Q4 and beyond. 

Consider these essential winter car accessories to increase customer satisfaction and boost your bottom line in the front and back of the house.

Daily life in the automotive industry brings consistently fresh challenges. From new models rolling out, to changing customer expectations, to learning new technology—it’s always refreshing to hear what’s actually working for real dealerships. 

Digital retailing is transforming the automotive industry, signaling a significant technological evolution in how vehicles are bought and sold. Today’s car buyers have grown accustomed to seamless digital experiences in nearly every aspect of their lives—from booking flights and hotels to ordering groceries and managing finances—all through their smartphones. As a natural result, car buyers expect that same level of convenience, speed, and accessibility when it comes to purchasing a vehicle.

When it comes to selling accessories, many dealerships struggle to get off the ground. Yet Subaru dealers consistently prove that, with the right approach, accessories can be a continual revenue driver without slowing down the sales process or overloading the F&I menu.

So, what’s Subaru doing differently? It comes down to three things: brand-loyal customers, a robust catalog, and top-down buy-in. Let’s break down why their dealers are succeeding and how these strategies can be applied to your showroom floor.

Have shrinking profit margins put a damper on your Q4 goals? No need to throw in the towel or resolve to just get by until next year. There’s a manageable change you can implement today to finish 2024 strong!

The pendulum of dealer sales climates has swung sharply in the other direction for the first time post-COVID. 

The current inventory levels, unprecedented in years, have necessitated a shift in strategy. Salespeople, who previously thrived on high-profit orders, now need to accept smaller deals to maintain the dealership's momentum. 

In extreme cases, salespeople may even receive less than $100 for selling a vehicle. That’s one to two hours of work, sometimes more, to make $100 or less.

The reality is harsh, yet we all must work within it, knowing the pendulum is bound to stay in motion. 

Selling auto accessories is more than just tacking on extras to a car deal—it's about enhancing the driving experience and building customer relationships. To successfully navigate this niche, understanding and applying best practices can significantly boost your accessory sales and customer satisfaction. Here’s a comprehensive guide to help you refine your approach and achieve better results. 

Quality salespeople will tell you they'll take "no" over "let me think on it" any day. 

No is easier to work with. This person may have been an unqualified prospect or someone to circle back to within a month. On the other hand, somebody who wants to think about it can require some gymnastics to get to the real objection. 

It's nothing you can't handle. Maintain a positive attitude, and don’t forget the tools in your back pocket.