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I am hearing across the industry from people all over the country that February was an incredible month. We are no different. Not only did we have a great month, the Parts Department had a record month as well. Living in the snow belt, we would expect that to be with a successful Body Shop. This year has been different though since we have had a mild winter. We have only moved cars 2 or 3 times to plow. Body Shop is holding its own, but has a little less business since mother nature decided to get with the global warming this year.
So how did the Parts Department have a great month with wholesale to the Body Shop down? Two words...Accessory Sales. When a customer decides on their new or certified vehicle of choice, the salesperson will get all of the paperwork together for the Business Department and then while waiting, ask the customer how they would like to "personalize their new________." I have no idea what the percentage of customers that decided to purchase accessories, but for the parts department to have a record month while wholesale was down a little, that has something to do with what the sales department contributed.
So what are you doing with your accessory sales? This will help the dealership in two ways. One, it will increase profit in the parts department. Yes, it is a wholesale to the sales department, but profit is profit. Then the sales department will have additional profit in the accessory sales.
With consumers keeping their vehicles longer (average age of vehicle on the road 11 years), we as salespeople have to take advantage of every profit center possible. So how can you make it successful?
Hopefully you will be able to at least add a $100-$200 or more to your per vehicle average, but every little bit helps, right? How are you presenting accessories if at all?