accessory sales are up while new car sales are down in the twin cities

At Coon Rapids CDJR in the Twin Cities, accessories are supported from the top down, driving over $87,000 of accessory sales in a single month.

Leading the charge is Kyle Johnson, accessory manager, who has spent the last four years building and perfecting a process that consistently delivers results.

In January 2026 alone, the store sold 155 used vehicles and 59 new, with roughly 70% of accessory volume tied to used vehicle sales. That mix is the product of a recent marketing push for pre-owned vehicles, targeting customers concerned with affordability.

Kyle leaned into the dealership’s direction, accessorizing used cars with the same sharp focus and intentionality as new vehicles.

Teamwork Fosters Success

Kyle is quick to point out that accessory success isn’t a one-person operation.

Service writers, assistants, technicians, and sales all play a role in execution. The coordination ensures installations happen smoothly.

“We work as a team to get the job done.”

Notably, salespeople at the store are not incentivized to turn customers over for an accessories presentation—yet collaboration remains strong.

“Elevating the customer experience is a value that’s upheld across the board, and the team collectively understands that accessories are an important element,” Kyle explains.

Kyle supports the team by actively educating sales on product offerings and keeping them updated on what’s available. Often, by the time he arrives to introduce himself, customers already have questions.

That alignment doesn’t happen accidentally—it’s built through trust, communication, and upper management buy-in.

Leadership support reinforces a collaborative culture with regular check-ins, tracking accessory performance, and keeping accountability high.

Powerhouse Days Come From Big Tickets and Consistency

Kyle recently generated accessory sales of $12,000 in a single day from just five or six customers. Two truck deals helped fuel that momentum, with big-ticket items like power boards and premium tonneau covers.

“I sold a tow package that day as well. Those larger items add up quickly,” Kyle says.

“Before I speak with the customer, I look up the vehicle, so I have an idea of what it’s already equipped with. Then I present the top sellers for that vehicle. If it’s a truck, for example, I go with the easy stuff like mud flaps and tonneau covers. If it’s something like a Jeep Grand Cherokee, it’s usually pretty well-equipped already. Still, I can always find something that doesn't come with it, like window tint or paint protection film. Also, I’ll just ask them: ‘Is there anything on your previous vehicle you liked, or wished you’d had?’”

On a typical weekday, his goal is $5,000 per day in accessory sales. Some days exceed that number, and some days fall short. The mindset is to ensure that no customer is overlooked and no opportunity is wasted, regardless of whether they’re buying new or used.

“I have a reason to talk to anyone, no matter what they’re buying.”

Used Cars Are Not a Limitation

Used vehicles dominated January at Coon Rapids, as more and more people are concerned with rising costs.

Many dealers don’t measure accessory sales at all for used cars, yet this Minnesota dealer proves the opportunity is ripe by producing an unheard $408 PVR for all retail sold.

While new vehicles often have more factory-ready upgrade paths, used vehicles open the door for universal, high-margin add-ons. Kyle focused on accessories like window tint, paint protection, and aftermarket remote starts to create pre-owned vehicles that suited his customers’ lifestyles.

He cites availability as one of his most effective closing tools.

“With used cars, I position it like this: It’s new to you, the accessories are brand new, and we can take care of it right now.

Having product in stock reduces friction, eliminates delay objections, and builds excitement while the buying decision is still fresh. Immediate gratification converts interest into commitment.

The dealership has leaned heavily into digital tools, including a custom webpage that integrates with Insignia Group’s dealership sales tool, IG Suite.

Through the dealer’s site, customers can filter accessory opinions and view the accessories on their actual vehicle.

“I’ve been working in dealerships for ten years, and this is the first time the store has been gung-ho with Insignia Group. Rendering it on the vehicle is huge. It gives them an idea before they commit.”

The Takeaway for Dealerships

With over $87,000 in accessories sold in a single month and a stunning $408 PVR on all retail sold, dealerships of all brands can take a page from Coon Rapid’s book.

• A dedicated second needs analysis
• Preparation before presentation
• Inventory availability
• Sales department alignment
• Strong management accountability
• Technology that supports visualization
• A team-first execution mindset

Accessories aren’t just add-ons and definitely aren’t approached haphazardly. This team, led by Kyle, has created a structured, measurable profit center with intentionality.

And as January’s numbers show, the opportunity is significant, even (and especially) for used inventory.

Insignia Group Can Help

For over twenty years, Insignia Group has been the leading provider of digital accessory-selling systems in dealerships nationwide. Our sleek interface allows dealerships to create profitable accessory programs at the point of sale. Dealers using the Insignia Group accessories selling system can bundle accessories into custom packages, feature hot-selling accessories, process orders, and more. In addition, our integration with major digital retailers covers all your bases and allows for a seamless transition when customers decide to come into the store.

Schedule a demo today with us to see how our system can help you sell more accessories at the point of sale.