75.9% of $185K in accessory sales came from 1 product!

Posted by Insignia Group on Mar 15, 2012 8:00:00 AM

“Here comes another HOT summer, you’ll probably want a remote start like the last customer”

Spare your customer the inconvenience of hopping onto those hot leather seats. A remote start will cool the car down in advance. What a valuable recommendation!

“Winters right around the corner, you’ll probably want a remote start like the last customer”

Spare your customer the inconvenience of freezing their butt off in the winter. A remote start will heat the car up in advance. Wow…this dealership really cares about me!

It’s a simple fact; you don’t need thousands or millions of accessories to make money. What you do need is to be consistent with one or two items on every deal. With the right process, the right items and consistency we’ve seen some of our customers have as much as 90% penetration.  One store sold close to $185K in Feb, 75.9% of sales are ONE PRODUCT… Remote starts!

That's not even an item they need to SEE on the car!

Become successful at selling ONE item…then add a couple more

Develop the right process:

We always recommend presenting accessories to the customer during the time period before F & I.  Rather than have the customer sit idle and wait, present them with options for their vehicle while they’re in the buying mode. Personalization instills a greater sense ownership.

For more on our proven process call our customer service department at 888-579-4458 ext

Choose the right accessories:

Selling first aid kits on every deal is great. But, truthfully first aid kits don’t bring a lot of money. They do however present value to your customer. The value is safety in case of an emergency. That’s the key, using the best word tracks that create value to the customer.

Here’s an idea… why not present a Safety Accessories package that includes a First Aid Kit and an Emergency Assistance Kit including several safety related items.  Safety and Emergency accessories can work in any area.  But, depending on your region and the type of customers you serve there may be other items that work really well. If you sell mainly minivans to families try headrest DVD Systems. If your customers are primarily Gen-Yers try IPod interfaces, spoilers, graphics, etc.

Position the options (Word Tracks)

Here is the part where most struggle.  When you are presenting accessories you are not simply asking for more money. You are adding value. If you see it that way your customer will too. The two statements at the beginning of this post are great examples AND THEY WORK.  In fact, they worked 88% of the time Remote Starts were presented in the client example above.

Sales process is key

Topics: Accessories System, Sales Best Practices, Increase Profits