Two Dealerships Crack the Elusive ‘Accessories Code’ To the Tune of Tens of Thousands in Sales Each Month   Breakthrough In-Store Sales Process - Revolving Around Accessories Visualization, Virtual Inventory and the Right Timing - Driving an Average of 200% Increases in Accessories Revenue, or an Incremental $50,000 a Month   Summary/The Issue:   Both Acton Toyota of Littleton and Falmouth Toyota of Massachusetts are very successful dealerships, always looking for smart ways to drive new revenue, and new profit centers to tackle. (Acton ranks #17 in the Ward’s e-Dealer 100 list, and is the #1 Prius and #2 Toyota Certified Used Retailer in the metro Boston area, while Falmouth is one of the premier dealerships in the Cape Cod area.)    Both dealers knew that vehicle accessories sales over the last decade had exploded, and that the vast majority of their new-vehicle buyers were spending $1,000-plus, but that ind...

These guys just don’t seem to get it.  It’s an unseemly fight that Insignia is picking with Dealer Track (see below), to be caught in a war for a difference of less than $30 PNUR.  They’re missing the point because in this economy where every dollar counts, technology and tools are important but there’s much more money to be made with the right process in place. Dealer’s using izmocars Add.On.Auto product, supported by our iConsult team of in-store consultants and process experts, realized an average PNUR of $455 in June, almost 3x that of Insignia, and more than 3x that of Dealer Track/Chrome. But regardless whether or not you opt to use our tool, there are some key best practices that can really help:   Top Five Simple Tips to Rev Up Accessories Sales   Take advantage of any “wait time” after the purchase has been negotiated and financing is being arranged to let the customer digitally configure their ne...

It’s hard to believe, but true:  dealerships are leaving almost a million dollars per store, on average, per year in accessories sales literally on the showroom floor.  At a time when dealership profits are being squeezed like never before, one of the highest margin opportunities available – vehicle accessories sales - simply isn’t being leveraged in most dealerships.  The data shows that the accessories market has grown dramatically over the past years and it appears that even with (or perhaps because of) the current economic environment consumers are more receptive than ever to enhancing their vehicle both inside and out with aftermarket accessory products.  Furthermore the data shows that consumers would prefer to purchase accessories from their dealership.  So why are dealerships only capturing about 10 – 17% of the market, while aftermarket chains and web sites are cleaning up?  We think it truly is a...