"Tracking orders and communication between departments is great—it holds people accountable with the new reports that are available." - Peter Boothe, GM at Wild East Town Honda When you think of selling accessories at the point of sale, your first thought may be dollars and cents. While profit is a major benefit of selling accessories, there are other aspects of an accessory process that can benefit your dealership at a high level.  Accessories do more than increase front-end gross, boost CSI scores, reduce turnover, and create repeat business. And they're more than a resource for making ..read more

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In today’s dynamic automotive industry, car dealerships are no longer only about selling vehicles; they’re the gateway to an experience and avenue of self-expression.  Enhancing the car buying experience with accessories isn’t a secret sauce. It’s a proven process, and anybody can do it. Drivers crave a vehicle that integrates with their lifestyle, offering cutting-edge features that go beyond the ordinary. Car dealerships have a golden opportunity to cater to this demand by strategically presenting and selling accessories. The truth is, if dealerships don’t meet the demand, customers wi ..read more

The art of accessory sales presents one golden opportunity. There are other opportunities along the way, yet only one is golden. While the accessory sale is a multi-step process, 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 then 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 Vehicle Personalization.   The golden opportunity h ..read more

Salespeople are learning how to sell cars again after a long period of being order takers. Having empty lots and vehicles on backorder got us all out of practice. As inventory and prices stabilize, there’s inevitably going to be a relearning process.  Retraining car salespeople after the industry upheaval means addressing changes in customer behavior, understanding industry trends, and adopting more efficient ways to meet goals. Wise management should take advantage of the potential in training by integrating accessory sales into the process.  Here are some strategies to consider ..read more

Being a salesperson often means playing an exhaustion game. The final “X” on the board at the end of the month is liberating and brings a sigh of relief, only to usher in the beginning of a new month with a fresh slate.  Car sales, in particular, can be especially stressful because the number of cars a person can sell is subject to fluctuations in the market. Even the best salespeople have months where their numbers are down and their pocket takes a hit.  Yet there’s a way to increase your monthly income as a car salesperson, without selling one more car ..read more

The festive season is upon us, with car enthusiasts and gift-givers alike gearing up for the celebration! While the holidays traditionally evoke images of snow-covered landscapes and cozy family gatherings, there's a unique and exciting way to spread cheer beyond the usual gift exchanges and seasonal decorations—by exploring the world of car accessories.  Dealerships that knock the holidays out of the park offer accessories for every automotive aficionado. Here are eight reasons to put the spotlight on accessories this season and will end 2023 strong ..read more

Automobile sales are an ever-evolving industry where competition is fierce, and customers are discerning. To stay ahead in the game, automotive salespeople must look beyond the car itself and explore opportunities to enhance the customer experience and increase sales. A highly effective approach is to focus on selling accessories at the point of sale.  Uncover the importance of selling accessories!  We’ll showcase how this practice can benefit automotive salespeople and their customers ..read more

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  Every salesperson knows the euphoria of finishing a car sale, complete with accessories, an “X” on the board, and extra commission.  By the time you’ve reached that point, you’ve jumped through many hoops. And the hoops were on fire. Yes, overcoming objections can be tricky, and arguably, none are more dreaded than the deadpan reply, "I'm not interested."  Customers know this is an excellent way to cut the sales pitch off before it starts. Don’t fret. You can take a few different routes to get around, over, and in front of objections to car accessories.  ..read more