Accessories sales not only should be incentivized for every dealership employee, as mentioned in the December article “Auto add-ons,” but all departments should be having that conversation with the customer.
That starts at the top, with the dealer principal and general manager. Until they embrace accessorized showroom vehicles and train their sales personnel to customize accessory presentations to their clients, the challenges will continue.
Another challenge is selling the value, individuality and excitement of accessories, rather than giving them away as part of the deal. With luxury vehicles, the challenge is often greater because the client typically doesn’t visit the dealer.
Another best practice mentioned is an eBay presence for accessories inventory. It works, and it is very profitable.
A customized USB with accessory pictures, pricing and descriptions with each service or parts invoice is fairly easy and inexpensive to create, once the database is set up.
Given the diversity of dealers across the country and the profit possibilities, the missed opportunities in accessories sales never cease to amaze me.
REBE LASCAR, Owner, Lascar Auto Consulting, Rock Tavern, N.Y.