According to a recent survey conducted by AutoMD.com, eight out of 10 car owners say they plan to keep their current vehicle for at least the next 10 years. But when consumers do end up in the showroom, many look for accessories that enhance the protection, utility, convenience and performance of their new car. Your dealership may be able to cash in on the long ownership trend by ramping up its accessory sales. Here are some tips to help energize your accessory sales:
Location, location, location. When it comes to accessories, where you are can make a difference in what sells. In the South, year-round warmth makes window tint an ideal add-on. But Northern buyers may be more interested in a remote starter to help ward off the winter cold.
Add-in your add-ons. Calculate the cost of enhancements into the overall financing of the vehicle. Customers will appreciate being able to get the accessories they want without paying for them totally upfront.
Up the ante. Consider adding a few accessories to units pre-sale. The extra bells and whistles could not only get the attention of buyers, but ultimately increase your profit. But be choosy—expensive additions could price out potential buyers.
What are you doing to maximize the value of your accessory sales? What tips would you add to this list?