Pumpkin spice is in the air. With the changing of the seasons comes differing needs to protect and prolong your customer’s vehicle. As we float into winter, weather should be on the dealership’s mind.

The month of January is the perfect time to switch your lead-in product.  Summer’s favorite window tint gives way to accessories made to ease the transition to dropping temperatures.

Dealers from Jacksonville to Juno (and everywhere in between) can take a tip from these popular winter weather lead-in products to maximize accessory sales in the fall.

Remote start | If having a remote start is wrong, we don’t want to be right. Nobody wants to shiver from the door to the car, only to hop into an icebox with a frozen steering wheel. This product sells itself in northern states and we see it finally catching on in the southern “smile” states (what took you so long?).  Parts department should stock this part as a fast mover and put an extra bonus on high volumes sales in the showroom.

Heated Seats | Turn that base model into a luxury ride by adding heated seats either with or without the remote start. This 1 - 2 combo can put as much as $200 in gross on the hood and warm up sales pockets while making customers feel like Kings and Queens. The best part it will add less that $10 per month to any credit worthy buyer.  

Engine block heater | Some accessories are born out of necessity, which makes it an easy pitch. Depending on your location, it could be suggested that this product is truly a must-have to prolong the life of the engine and reduce the frustration of a car that won’t start. Any dealer that’s shoveling snow in the winter months should be presenting engine block heaters to every customers as both preventative and convenience.

All weather mats | All weather floor mats never go out of style, but the promise of leaves crunching under your feet and impending slush and snow heightens the draw. Mats are a popular accessory across all brands, and a non-intimidating way to lead into the personalization presentation.

Tires | While some of us enjoy mild winters, many parts of the country have to be prepared for more extreme conditions. Make sure you’re not missing an opportunity to equip your customer with top of the line tires providing the traction needed for a safe commute.

Bonus Round: Service packages | Many stores have success starting the personalization presentation with a service coupon or freebie. Offer free or discounted service for your customer to come back and winterize their vehicle within the first 30 to 60 days of purchase. Once the customer accepts the promotion, move right into your personalization presentation.

Utilize the knowledge of your customer base to determine which lead in products and custom packages to showcase this fall. If all else fails, offer to sprinkle the entire exterior with pumpkin spice. Everybody’s doing it.

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